Don’t tell prospects they have made a mistake

When we make choices we like to think we have made the best possible decisions with the information available.  Maybe it was the choice of a new IT services vendor for example.

It amazes me when salespeople with a competing vendor tell the prospect “what a mistake you’ve  made” going with the competition. And telling in painstaking and exacting detail of the supposed folly.

If the best possible decision was made for the choice of vendor, how could it be a mistake?

Implying or pointing out to a prospect that they have made a “mistake” or “poor choice” is likely to produce a “defend the decision at all costs” response from them.  And once they are defending, the salesperson pushing harder only hardens the prospect’s defense. Sale lost. End of story.

A more successful strategy for a salesperson with a competing offer would be agree with the prospect that they made a good choice based on the information available, but now there is  “new information” to consider.  New information which translates into improved benefits or a better value means a change in vendors can be made without anyone being made to feel stupid.

If your offer is compelling you stand a good chance of making the sale.

Desirable attributes of salespeople.

Not in any specific order.

1. Treats everyone, everywhere, all the time, with respect and courtesy. From the receptionist at the client’s office, to the clerk at the grocery store. Does not have to “turn on” being interested in people when making a sales call.
2. Always is qualifying and requalifying – relentless.  Minimizes making assumptions. Is rarely blindsided by change as the change was anticipated. But when faced with the unknown will dive in and make the most of circumstances  encountered.
3. Lives by the 80/20 rule. The clients will be doing 80% of the talking. Has the ability to shut up.
4. Is an engaged listener. Asks questions related to answers. Does not interrogate. Sales are made in conversation, not lectures.  Turns presentations into conversations.
5. Benefits and value are the core concepts used to close sales. And the only benefits offered are the benefits that address the expressed needs of the client – always judicious when talking benefits.  Establishes value before price is discussed.
6. Uses stories and metaphors when ever possible to illustrate points.
7. Is honest – but does not go into describing the workings of the “the sausage factory.”
8. Stays calm. Remembers to breath.
9. Knows and believes that clients need strong, profitable vendors that are in a position to provide after-sales, support.  Does not become kidnapped by a customer’s or prospect’s one-sided point of view.
10. Takes care of his or her health. All things being equal, the salesperson who is rested, fit, and nourished has the advantage.
11. Has a life in balance. Even if work is the most important thing in the salesperson’s life, knows that effectiveness will be increased with time spent not working – recharging.  Obviously there are short periods of time that one can maintain “heroic” behavior. But heroic behavior should not the rule.
12. Has a strong desire to learn, to understand. Is very curious about just about everything, especially prospects.  When practical researches clients before engaging them.
13. Reads widely, reads often.
14. Understands that management is a customer too. And management also needs to be sold.
15. Does not do prima donna.
16. Gets an intense high when closing a sale. Might not be able to admit that a closing business high is better than any other high.
17. Influences the  influencers.
18. Learns and works with the prospect’s buying process.
19. Avoids using force to close a sale. Knows that force can create needless resistance and can jeopardize current and future business.
20. Is authentic. Not a clone of someone else. When you start out in sales one might channel the energy or patterns of other salespeople you admire or respect, but this should quickly melt away as the authentic person shows up.
21. Follows up.
22. Has goals beyond any goals provided by others.
23. Has common sense and makes use of it.
24. Not every customer can or will say “I want to buy”,  asks those that don’t.
25. Considers objections as a sign of interest and an opportunity for better understanding the prospects needs.
26. Knows that working with people means politics and politics means paying attention and taking nothing for granted.
27. Might not forget but forgives and forgives rapidly and often.
28. Strives for excellence, not perfection.
29. Remembers to be grateful and express it to clients, colleagues, spouses etc.
30. Has a sense of humor and can laugh with his customers and at him or herself.
31. Is willing and able to ask for help or coaching.
32. Creative and free thinking. An idea generator.
33. Considers “no” to be a temporary state of mind.
34. Assertive not aggressive when working with people.
35. Confident without hubris.
36. Has a Pollyanna tattoo. Always optimistic, the bright side is the only side.