Sales Tip of the Week from Mike Leeds – Pro Sales Coaching
Avoid the Slimy Approach to Sales
Effective consultative sales is about solving customer problems and fulfilling customer needs. During the prospecting stage of the sales process, we are trying to get the attention of a potential customer to see there may be mutual interest. The goal of prospecting is to move to the next step of your sales process (professionally and with integrity).
Based on my survey through social media, the slimy approaches below received the most chatter:
- Using the saying "wait there’s more." It's amazing this is still being used on sales calls - it's bad enough on info-mercials.
- Sending the same e-mail over and over again.
- Phone stalking by calling multiple times per day and not leaving messages.
- Sending mis-leading mail packages (i.e. using fake overnight delivery or fake government-looking envelopes).
- Leaving mis-leading phone messages (i.e. like you know the person or calling under false pretenses).
Bottom line – take the high road! Focus on the real business reasons that you can help your customers in a professional (non-cheesy) way. It will lead to a better sales experience for you and the prospect, and you will be doing your share to get slime out of the sales profession!
Happy Selling!
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