Nails on a chalkboard, a cricket in the house… and clichéd sales conversation attempts have one big thing in common – they repel and annoy just about anyone on the receiving end. Want to avoid annoying your prospects and an outright rejection? Strike these obnoxious clichés from your sales vocabulary for good.
This phrase basically admits that you have no real reason for getting in touch, and portrays a certain level of desperation as well. Every touch you make with a prospect should come with something useful, whether it is more information about your product, a helpful blog or piece of content or even an answer to a question that came up the last time you spoke. Strike “just checking in” from your sales vocabulary and you’ll find that more of your emails actually get opened.
This is pretty much “just checking in’s” annoying cousin, avoid it, unless you have something else to offer or bring to the table. Strike both of these phrases and your emails will be a lot more interesting than 90% of the other reps attempting to close your prospect.
Not only is this often asked prematurely, if you don’t know the answer, you could be giving the prospect an easy way out. Simply answering “no” gives them an easy way to end the conversation without having to come up with a reason or objection – you’ve handed them the perfect excuse.
Prequalifying your leads can help you speak with prospects who can afford your product or service and allow you to avoid giving away this easy “no” too early in the conversation.
Were you lying before? Because that is what either of these phrases indicates. If you are already struggling with the conversation or simply looking to make a point, there are better ways to do so. These are particularly bad performers if you are already working with a prospect who avoids salespeople or seems reluctant to interact in the first place.
At best, this question gives a prospect an easy way out – at worst, it can be taken as condescending, particularly if the prospect is younger than his or her peers. Asking open ended questions about their role and truly listening to the responses can help clue you in as to the prospects true buying power. Starting with a warm or qualified lead can make it easy to determine you’re talking to someone with purchasing authority as well.
Your wants don’t matter in the sales process – and the prospect already knows you want to close the sale. Adding your own wants or demands, even if you are just using “I want” as a term of speech, puts pressure on the buyer and can even make them question why they are speaking with you in the first place. Keep the focus on your prospect and fulfilling their needs, and keep your wants to yourself to keep the conversation and relationship on track.
Striking these phrases can strengthen your skills and help you shore up any potential leaks in your sales approach. Simply being aware of these common pitfalls and the ways that a prospect could respond can help you avoid missing the mark and keep things on track when you speak with a potential client.
Publish Date: March 4, 2016 5:00 AM
A flexible way to take secure, PCI DSS compliant payments from home or remote locations. It’s quick to deploy needs no changes to processes or systems.
CallGuard Remote prevents agents from seeing, hearing or recording card details so, the agent, their screen, and any call recordings are removed from the scope of PCI DSS.
This simple approach means the customer effectively types their own payment information into the agent’s payment screen, but with the card details being shielded from the agent’s view. It’s simple, and highly effective.
PH: 01442 458300
|20 Tips for Personalizing B2B Sales Calls and Emails||July 24, 2017 5:00 AM|
|25 Killer B2B Sales Teleprospecting Tips for Quick Reference||May 19, 2017 5:00 AM|
|You Must Ask This Question of Every B2B Sales Prospect on the First Discovery Call||March 29, 2017 5:00 AM|
|6 Helpful Sites to Research a Prospect Before a B2B Sales Call||March 7, 2017 5:00 AM|
|B2B Marketers Embracing Customer Experience More than Ever – What are their CX Priorities?||November 18, 2016 5:00 AM|
|No More Cold Calling: 5 Strategies to Make Every Sales Call a Warm One [Resource]||September 14, 2016 5:00 AM|
|7 Ways to Use Jedi Mind Tricks (aka Sales Psychology) in B2B Sales [SlideShare]||September 6, 2016 5:00 AM|
|15 Interesting Places to Find Your B2B Sales Prospects [Infographic]||August 24, 2016 5:00 AM|
|These 6 Factors Separate the Best B2B Salespeople from the Weakest [Research]||August 23, 2016 5:00 AM|
|The Anatomy of an Absolutely Horrible Cold B2B Sales Email [Infographic]||August 1, 2016 5:00 AM|