10 things you do not do at a sales appointment

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PostPosted: Sat Sep 13, 2008 3:03 am   Post subject: 10 things you do not do at a sales appointment  

What are the 10 things a saleperson should not do during a sales appointment?

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PostPosted: Sat Sep 13, 2008 10:10 am   Post subject:   

IMO the sales person shouldn't try to persuade the customer. We often make this mistake in the hurry of closing the deal. But this instead of helping the sales person to win the deal often pissed-off the consumer.



The customers don't like to be wheeled. They want their decisions to be valued above all others, and, hence, try to lengthen the negotiation period. The signs of impatience from the sales person may influence the customer to decide otherwise.



~Jeremy

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PostPosted: Sat Sep 13, 2008 12:25 pm   Post subject:   

Quote:
What are the 10 things a saleperson should not do during a sales appointment?




1/ show up late

2/ NOT listen to their prospect (being to focused on what they want to sell)

3/ talk too much about themselves

4/answer their cell phone

5/stay too long

6/talk talk talk talk without asking questions and LISTENING

7/be unprepared

8/not able to answer any and all questions about their product

9/fail to get pertinent information for follow up

10/ if successful fail to ask for leads


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PostPosted: Sun Sep 14, 2008 11:44 am   Post subject:   

I think Lori's answers were excellent. Put yourself in their shoes, how would you want to be treated if you were with someone making a very important decision in regards to your financial needs?

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PostPosted: Mon Sep 15, 2008 6:26 am   Post subject:   

Dear Lori, thanx so much for sharing such vital points.

Many times we are so busy expressing things to our clients..that we don't wanna miss even a second...especially during B2B sales appointments..& that is where we mess up...we completely forget that time is equally important for the party at the other end! ArindamSenIndies

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PostPosted: Mon Sep 15, 2008 6:57 am   Post subject:   

See SenIndies...most of the things mentioned by Lori are purely highlighting 'unnecessary time consumption'. So, in order to make our speech more effective we'd need to avoid a couple of things while we are pushing in with our deal-



# Place things without an order



# Make things inexplicable to our client



# Exert unnecessary explanations



# Avoiding effective comparisons



# Not comparing with competitors



# Not offering choices



I'm sure results would be much better if we try to be realistic & patient. If we try to be too pushy right at the very beginning, then results might just not be in our favor. Often do we tend to be rude wile we need to be assertive. Evan

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PostPosted: Mon Sep 15, 2008 9:00 am   Post subject:   

Hi..



Quote:
NOT listen to their prospect




Sales people should exercise 'instant stop' while communicating with the prospect. If they don't remember this their sales speech would lose effectiveness & get boring for the prospect. In a way they would avoid some things that a prospect may wish to convey-


  • The doubts that he may have



  • Queries that may arise



  • Suggestions that he needs to forward



  • His objections


IMO, it could be a lot of satisfaction on the part of the representative, but may result in no sales at the end. So, its time be careful!

ArindamSenIndies
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PostPosted: Mon Sep 15, 2008 12:43 pm   Post subject:   

I know one of my biggest pet peeves as a customer is when I am trying to look around and they follow me non stop trying to jump on a sell. If I can not look at something with out being bothered I get really irritated and always leave. I will find something somewhere else.

the next thing is if I am really interested but want to hold off for a little while to catch up bills or pay off something, vacation or whatever reason and get the line"We can finance it" or "why wait"...When I am pressured I usually lose interest.

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PostPosted: Mon Sep 15, 2008 1:08 pm   Post subject:   

You know I forgot something that really irks the crap out of me...re: selling life insurance...the scare tactic...all these awful storys, then the 'ta-da' story , 'i sold this 23yr old couple a life policy and he died the next day'.... Rolling Eyes



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PostPosted: Mon Sep 15, 2008 1:35 pm   Post subject:   

Well..I'm sure a pretty good conversation is getting developed over such an interesting & important topic!

I'd also agree that it is always important to clarify each of the doubts that the prospective client may have right through the course of the conversation.



If a doubt is not clarified in time-



* The client may not get the real sense of the proposal

* The pricing may not be explicable to him



As, a result of these, the deal may seem unprofitable to him...n consequently give rise to confusions while signing the deal. So, it is always better to move slowly with the details served to him in a platter. This would certainly bring in a sense of transparency amongst both the parties.

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PostPosted: Tue Sep 16, 2008 5:24 am   Post subject:   

Yes, as Lori has mentioned we'd need to ask questions to the client in order to know if he's following us the right way. In doing so it is always worthy of asking 'open-ended questions' than asking 'close-ended questions'.



If we remember this while communicating the prospect would get a chance to express his thoughts about the different areas concerning our product & thus give us an opportunity to rectify any misconceptions or confusions that he may have. At the same time we ought to be careful that the discussion doesn't get misdirected or go way out of control! ArindamSenIndies

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PostPosted: Tue Sep 16, 2008 7:18 am   Post subject:   

Hi all..



Alongside all these qualities the sales rep shouldn't ever forget to depict the following while communicating in order to grab the attention of the prospect-



* Professional greeting



* Smiling with confidence



* Pausing at the right places



* Waiting for affirmatives



* Listening till the prospect closes his mouth



All of these qualities, would automatically reflect the level of confidence within him as also a measure of his professionalism. These qualities are definitely the parameters that enable the prospective client to build in an initial impression of the quality of work that he might expect from the organization that the rep is representing. Evan

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PostPosted: Tue Sep 16, 2008 8:00 am   Post subject:   

A sales rep should never forget to exhibit the following qualities-



  • Pleasing personality



  • Professional attitude



  • Pausing at the right places



  • Effective tone modulation



  • Waiting for affirmatives



  • Introducing needful benefits



  • A courtesy close (irrespective of whether a deal is closed or not)



  • Assurance of further assistance in the future




Regards, ArindamSenIndies
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PostPosted: Tue Sep 16, 2008 10:44 am   Post subject:   

Hi arin..I'd agree with you on one point- it is very important to present the right kinda benefits in front of the client. Now suppose, you're selling a family purchase benefits program to me & you're trying to push a benefit that offers discounted movie ticket prices. On the other hand you're selling the same program to a 25 years old guy highlighting the benefit of a warranty period for certain goods of daily use. Over here I'd rather believe that you're not in the right track.

Regards, Fatman

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PostPosted: Tue Sep 16, 2008 10:48 am   Post subject:   

Yes, it is quite evident that a young man would be more interested in a movie ticket than a middle-aged man. Similarly, it could be more beneficial for an older man to have discounted prices for goods of daily use. Roddick

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