7 Sales Stoppers and How to Avoid Them

Prospects aren’t the only ones who can be sales stoppers. There’s an old saying that a sale is made with every presentation; the product is sold, or the salesperson is sold that there is no sale. What’s closer to the truth is that what the salesperson does or doesn’t do has more to do with landing a contract than anything else.

7 Sales Stoppers That Can Stop You Before You StartNobody To Talk to

The customer never gives you a chance, doesn’t listen, or won’t set an appointment. Avoid this—you’ve got the wrong customer or the wrong person within the organization. Be sure you have a product that fits their needs, and if so, find someone who will listen. If no one wants to listen, move on.

Looking and Sounding Unconfident

A lack of confidence shows in voice inflection and body language. Inflection should almost always be lowered, which denotes confidence as opposed to rising, which sounds like a question even when it’s supposed to be a statement. The best body language is open and calm. Not sure what to do with your hands? If you’re sitting, fold them in a steeple; if you’re standing, leave them at your side until you speak. How to Talk with Customers Face-to-Face

Offering One Size Fits All

A one-size-fits-all product or service will not solve every prospect’s problems. Either design products to fit the needs of individual clients or offer the product only to those it can help.

Prejudging

While some pre-qualification may be merited, it should be based on fact, not conjecture. Don’t assume a client can’t afford your service. Don’t guess whether your product is a fit. Do your homework.

Talk, Talk, Talk

If all you’re doing is pitching and talking, talking and pitching, who’s going to listen? Would you? Worse yet, you learn nothing when you’re yapping away. Ask questions, and let your client tell you what they need.

Not Following Up

You gave a good presentation, and you have a product that solves the prospect’s problem. You know you can help, but they haven’t made up their minds. Don’t lose track of them. Keep them in your loop with occasional queries. How Many Sales Are Lost to Poor Follow-up?

Don’t Be a Sales Stopper

If you don’t want to be a sales stopper, do your homework, practice your skills, and get to know your customers. Find a prospect with a problem you can solve and confidently show them how you can help. Don’t over qualify. Fit your solution to their need. Listen to your customer, offer your best, and follow up. It’s not easy, but it works. What sales stoppers have derailed your sales efforts?

New Age Consulting

When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.

Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson

If you like this post, you might also appreciate 5 Things Top Consultants Do.

Photo by John Matychuk on Unsplash

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