4 Red Flags that a B2B Sales Rep is in Desperation Mode & How to Avoid Them - SalesStaff - ContactCenterWorld.com Blog
You ever have a date (or a friend) where they were just way too needy? Where they would incessantly ask for your time when it was unrequited?
There’s a thin line between enthusiasm and desperation in the annals of social propriety and the same applies to selling. Being a B2B sales representative is a tough, but some rookie mistakes inadvertently show prospects a sense of desperation. It’s a tough balance because sales reps are expected to make sales each month in order to hit quota. The burden can sometimes make them appear a bit too anxious with prospects.
A B2B Sales rep may not even realize that their giving off that desperation vibe. Here’s a look at sales desperation and how to avoid these red flags.
Desperation Red Flags
There’s a handful of red flags that can turn off a prospect:
- Chasing deals that aren’t going anywhere: Chasing a deal to the ends of the Earth is a surefire way to burn out a rep… as well as the prospect. It’s terribly counterproductive. Know when to chase and when to call off the hounds.
- Discounting too early: Nothing screams “I’m desperate” than continually slashing the price in order to get a deal closed. It leads the prospect down a path where they think they can get your solution for dirt cheap. You undervalue your solution and come off as desperate. Compete on value – not price.
- Used car salesman high-pressure tactics: In the world of complex sales, the used car salesman tactics are obsolete. Be a trusted adviser and not a pusherman.
- Pressing too hard for a meeting: This is subjective and you have to have a feel for the situation. You have to determine whether the prospect is giving you a “not now” or a “not ever” response which can be tricky. Solve it with a direct question like, “What exactly is giving you pause?” The prospect will usually reveal their hand.
How to Avoid These Red Flags
There are a few simple ways one can avoid falling into these red flag traps:
Desperation reeks. Prospects can smell it a mile away. We’re not saying that you shouldn’t be aggressive – it’s the hallmark of many a great B2B sales rep. But when you go from consultative to desperate, you put yourself at a huge disadvantage.
Publish Date: January 22, 2016 5:00 AM
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