Even though technology and client expectations constantly evolve, many salespeople still rely on outdated and long-obsolete sales techniques. As a result, they fail to reach their full sales potential. Don't be this kind of salesperson and improve your reputation and your customers’ response by eliminating the following four techniques that are already outdated and only discredit you.
Old-fashioned sales presentations
A classic traditional sales presentation consists of sitting the client down and delivering a speech praising your product while the client merely sits and listens passively. According to the e company blog, this sales approach has long been outdated. Don't focus on the product, but on the client. Talk with them; the presentation should resemble an interaction rather than your monologue. Focus on the customer’s needs and on how they will personally benefit from your offer.
Lack of dialogue
As an article on LinkedIn Pulse states, the stereotype of the “talkative” salesperson unfortunately still persists in many places. This is because many salespeople still believe that if they aren't speaking, something is wrong, and therefore they overwhelm potential clients with excessive information. You should follow the eighty twenty rule, meaning the client speaks eighty percent of the time to your twenty percent.
Fake enthusiasm
Sales “enthusiasm”, where you smile at the client and remain positive at all costs, is something many people find difficult to endure. Again, the image of a constantly cheerful and overly friendly salesperson has long been outdated. You should adapt to the customer’s behavior and communication style. If the client sends signals that something is wrong or that they dislike something, don't brush it aside with humor or constant positivity. Instead, pause and discuss the situation thoroughly with the client.
Selling at any cost
The final piece of advice may be the most important. Don't try to sell everything at the highest possible price to anyone. Be more of a consultant who provides the client with sound advice, even at the expense of the size of the deal or even losing a potential client. If your product is not suitable for that person, say so and avoid placing yourself in a situation where you are pushing a product that will only lead to an unhappy customer.
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