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Hub You - The 7 Deadly Sales Sins
The workplace is becoming increasingly competitive, and established management is more and more often facing a corporate tendency towards promoting the best and the brightest - of the youngest. Just when these managers feel that they have finally paid their dues and proven their company loyalty, when their skills are sharp and focused from years of experience, many of them fear being replaced by a bright, technologically-savvy and impatient member of the generation climbing the corporate la
5. Silent but deadly
Pauses and dead air in a conversation will generate a very loud “NO.” Although it may only be a few seconds it can feel like an eternity - especially on the phone. Don’t rush the call, but make sure the conversation is moving at a comfortable pace for both you and the customer. Silence implies that you have no direction for the call and that you are waiting for
If you are a woman and looking for a career in sales then you’re not alone. Over the last couple of decades, lots of women have ventured into what was once men’s work. In fact, a recent survey by the sales sector has revealed that women have seemingly performed better than men when it comes to sales. This is highly controversial. Therefore, let’s have a look into why a sales career is being so lucrative for women of late.Why a sales job??There is a sales department in almost all
1.Telling not selling
Many professionals are eager to show how much they know. A customer asks a question and it’s off to the races. The salesperson rambles on addressing every last detail and then wonders why the borrower is indifferent and disinterested. You either bored them to death or confused them. Remember, it took you a long time to learn everything you know about your business so don’t try to squeeze it all into a 15 minute phone call. At least 60% of your conversation should be the customer telling you what they want. Ask questions and LISTEN!
2. Bulldozing
The hard sell is out. You know why? Because it rarely works. In our age of the Internet and media you are dealing with more educated and market savvy consumers. Many times the customer simply needs some time to absorb everything. Stay away from the idea that more is better. You can lock shaky deals all day and most of the time they will create more headaches and steal more of your time than they are worth. If you locked solid deals yesterday then you will have more time to lock new deals today.
3. Um, err, uh…
These bad habits are surefire ways to lose a deal. They scream, “I don’t know what I’m doing and I’m nervous to ask for your business!” Listen to your calls and count how many times you say these “filler words”. You may have even developed your own like "okay" or "ummm". Think about the words you are using to sell. Don’t waste your momentum on one of these closing killers.
4. Circling the close
You have just said something that the customer loves. You have hit their hot button and it’s time to close. You can hear it in their voice but you keep rambling on about the rest of your features. You don’t have to keep selling them, they are ready. The object of the game is to close the deal so take the opportunity when it presents itself - SHUT UP AND CLOSE!
5. Silent but deadly
Pauses and dead air in a conversation will generate a very loud “NO.” Although it may only be a few seconds it can feel like an eternity - especially on the phone. Don’t rush the call, but make sure the conversation is moving at a comfortable pace for both you and the customer. Silence implies that you have no direction for the call and that you are waiting for
I got a call from a friend of mine who had just joined a small company as Marketing Director. After auditing the firm’s marketing practices, he determined that the old company name had to go. The old name too closely resembled another firm’s moniker and it was causing confusion in the marketplace. With new ownership at the firm, a change seemed to make sense.He called me looking for some ideas for a new name and I gladly helped; in fact, we came up with a new company name that could be
2. Bulldozing
The hard sell is out. You know why? Because it rarely works. In our age of the Internet and media you are dealing with more educated and market savvy consumers. Many times the customer simply needs some time to absorb everything. Stay away from the idea that more is better. You can lock shaky deals all day and most of the time they will create more headaches and steal more of your time than they are worth. If you locked solid deals yesterday then you will have more time to lock new deals today.
3. Um, err, uh…
These bad habits are surefire ways to lose a deal. They scream, “I don’t know what I’m doing and I’m nervous to ask for your business!” Listen to your calls and count how many times you say these “filler words”. You may have even developed your own like "okay" or "ummm". Think about the words you are using to sell. Don’t waste your momentum on one of these closing killers.
4. Circling the close
You have just said something that the customer loves. You have hit their hot button and it’s time to close. You can hear it in their voice but you keep rambling on about the rest of your features. You don’t have to keep selling them, they are ready. The object of the game is to close the deal so take the opportunity when it presents itself - SHUT UP AND CLOSE!
5. Silent but deadly
Pauses and dead air in a conversation will generate a very loud “NO.” Although it may only be a few seconds it can feel like an eternity - especially on the phone. Don’t rush the call, but make sure the conversation is moving at a comfortable pace for both you and the customer. Silence implies that you have no direction for the call and that you are waiting for
No matter how much money you have in your marketing budget, it seems there’s never enough. From the marketing department at Microsoft to the small nonprofit start-up, there’s always the desire to expand your budget for more effective promotion.On the surface, trade shows may not seem to be the best use of those marketing dollars. But when you factor in some basic components of effective marketing strategy, such as target audience, immediate one-on-one personal attention and follow-up,
3. Um, err, uh…
These bad habits are surefire ways to lose a deal. They scream, “I don’t know what I’m doing and I’m nervous to ask for your business!” Listen to your calls and count how many times you say these “filler words”. You may have even developed your own like "okay" or "ummm". Think about the words you are using to sell. Don’t waste your momentum on one of these closing killers.
4. Circling the close
You have just said something that the customer loves. You have hit their hot button and it’s time to close. You can hear it in their voice but you keep rambling on about the rest of your features. You don’t have to keep selling them, they are ready. The object of the game is to close the deal so take the opportunity when it presents itself - SHUT UP AND CLOSE!
5. Silent but deadly
Pauses and dead air in a conversation will generate a very loud “NO.” Although it may only be a few seconds it can feel like an eternity - especially on the phone. Don’t rush the call, but make sure the conversation is moving at a comfortable pace for both you and the customer. Silence implies that you have no direction for the call and that you are waiting for
They verbally abuse you, humiliate you in front of others. Maybe it's because power hovers in the air, but offices tend to bring out the bully in people. We offer strategies for handling such bad bosses.If the schoolyard is the stomping ground of bully boys and bully girls, then the office is the playground of adult bullies. Perhaps because power is the chief perk in most companies, especially those with tight hierarchies, offices can bring out the bully in people.Everyone has a
4. Circling the close
You have just said something that the customer loves. You have hit their hot button and it’s time to close. You can hear it in their voice but you keep rambling on about the rest of your features. You don’t have to keep selling them, they are ready. The object of the game is to close the deal so take the opportunity when it presents itself - SHUT UP AND CLOSE!
5. Silent but deadly
Pauses and dead air in a conversation will generate a very loud “NO.” Although it may only be a few seconds it can feel like an eternity - especially on the phone. Don’t rush the call, but make sure the conversation is moving at a comfortable pace for both you and the customer. Silence implies that you have no direction for the call and that you are waiting for
Most culinary schools today are still teaching their students how to compute the wrong food cost. Granted the math is right, but the dollars involved are hurting the bottom line of our restaurants. The problem arises from the separation of percentage points and dollars.Banks Use Dollars, not Percentage Points One thing I am quite sure of is that banks do not accept percentage points as deposits, believe me I’ve tried! For some reason the teller just looked at me dumbfou
5. Silent but deadly
Pauses and dead air in a conversation will generate a very loud “NO.” Although it may only be a few seconds it can feel like an eternity - especially on the phone. Don’t rush the call, but make sure the conversation is moving at a comfortable pace for both you and the customer. Silence implies that you have no direction for the call and that you are waiting for the borrower to pick the next course of action. Control the call with good questions and keep things moving in the direction of a close.
6. Negativity
Nobody likes a negative person, even if that person is offering a better deal. Know your competition but never bash them. This hurts you more than it hurts them. Focus on your strengths and if necessary use narrow questions to allow the borrower to make their own conclusions about the guy down the street. Don’t use phrases like “I don’t know” and “we can’t do that”. These are statements that invite your prospect to go somewhere else. Instead try something like, “That’s a great question, let me find out for you” and “that may be difficult, but let me see what I can do.” Always show the customer that you have the power to act on their behalf.
7. Arguing
Never, ever argue with a customer. This will never win a sale for you. Nobody likes to admit when they are wrong so even if you can demonstrate that you are right; you will still lose the deal by arguing. If you must clarify an issue do it tactfully and remember what personality type you are dealing with. A compliment or confirmation may be in order.
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