How Not to Sell
The following happened just a couple of days ago. There was an intriguing organization online and the announcement was, “no fee to join”. Given I’m careful about expenditures and wanted to see what the organization was about, I moved forward. NOTE: On Job interviews much of this applies.
Within 24 hours a sales representative called me. She asked me what my business was and why I thought I was a good fit for the organization.
1. Review your client’s website before making the call!
Next, she offered how I could gain monumental exposure on the site, nationally, for only just under $1,000.
2. Ask your client’s budget before presenting possibilities. And, why would national exposure be a plus when we have international exposure online?
I explained that I wanted to explore the organization first My answer was completely ignored, the benefits repeated word for word, and the price dropped in half.
3. Pay close attention to what your client tells you, and DON”T use a script!
Her methodology was repeated over and over again until she dropped membership to an annual of $100 explaining the first 6 months were free.
4. Begin with the low price, offer 3 possibilities, and end on a high note – literally – on all counts!
What this representative did was not only annoy her prospective client, but completely devalued what she was offering. I poliely thanked her and hung up the phone without moving forward. Respect for the client was lacking because she was only interested in her sale and comission.
Paying attention to the client, working to meet their budget and so they see a positive gain, will lead you to the Smooth Sale!
Read Addtional Strategies and Techniques:
INSPIRED Business A New Vision for Building Business and Communities, Motivational Press
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
