There’s so much idiotic advice about selling vomited by armchair sales gurus that it makes your head spin.
Sadly, many business owners buy into these techniques, and they inevitably fail, and that reinforces that “selling sucks” in their minds.
Here are three terrible pieces of common but outdated sales advice you should always avoid.
- Always Be Closing” (ABC)
This classic mantra focuses too much on pushing for the sale at every opportunity. Your prospects are more sophisticated than they used to be and recognize high-pressure sales tactics. That will turn them off faster than Katie Ledecky in a pool.
- “Follow the Script No Matter What”
While memorizing parts of your presentation is essential, sticking to a canned presentation is deadly. Professional selling requires adaptability, active listening, and being present with the prospect to understand the nuances of what they’re saying, not a robotic adherence to a script.
- “The Close Is The Most Important Part Of The Presentation”
Lol. Not even close. Developing rapport, finding out what the prospect desires on an emotional level, and presenting your solution so your prospects see, feel, and hear that you are the best option for getting what they want is more important than closing. If you do those things correctly, the prospect will often ask you, “How do we get started?”
I could go on about bad sales advice that makes you look like a high-pressure used car salesperson, but understand that selling is not about strong-arming your prospect into buying.
Run, don’t walk away from anyone teaching you manipulative, old-fashioned sales techniques.
Turning prospects into clients is one of the most important things to master. It’s one of the best ways to increase your profits.
To learn more about how to get more meetings with high-quality leads, close more sales, and make more money without working harder, go here: www.davedee.com/vip.
Kick butt, make mucho DEEnero!
Dave “Stellar Sales Advice” Dee