Guest Blog Post – Jim Luff from Chosen Payments |10 Things That Ruin Sales Opportunities

Posted on: May 13th, 2016

Selling is an art of listening and offering solutions to situations presented by a potential client. The best presentations in the world won’t close the sale if you are not listening to what the client wants. Don’t ruin a sales opportunity by committing one of the ten most common ins in sales.

 

#1 – No One Cares About You

While you may have a great life or be the best salesperson in the world, your potential client probably doesn’t really care. They probably don’t care about what year your company started or what awards they have received. They are busy and want to talk about their own company and their own needs. Don’t spend too much time on yourself.

 

#2 – Know When to be Quiet

Be sure to listen intently and show interest in what your client is saying. This is what will really help you land sales.  Don’t try to sell your prospective clients things they don’t want or need. Learn what they are really looking for and focus your pitch to those needs. When closing time comes, there won’t be any objections because you met their needs.

 

#3 – Ask Questions

You will never know what your client’s needs are unless you ask questions. Control the conversation by asking questions and waiting for the answer. Next, repeat back to them what you understood their need to be so they know you are listening and understand their needs.

 

#4 – Don’t Oversell!

If a client displays an interest or buying signals, close the sale! Even if you have a twenty minute PowerPoint presentation that took you two weeks to create, if your client is ready to buy, don’t keep hammering the features and benefits. Get a pen in their hand and get the order signed.

 

#5 – Know Who You Are Pitching

If you don’t get in front of the decision-maker your pitch could be perfect but you can’t close the deal. You might believe that someone appointed to meet with you on behalf of the decision-maker is going to pitch your message for you. They will not have the same enthusiasm as you. Get to the right players.

 

#6 – Demonstrate Credibility

Rather than saying, we have 800+ satisfied clients in your industry, provide a two-sided list of testimonials from the most popular clients in a particular industry. In other words, don’t just say it, prove it.

 

#7 – Failing To Understand

Before you go and pitch someone, make sure you understand what their business is all about. What are their needs?  Learn some lingo if you can. Talking with knowledge about the unique needs of a potential client can go a long way.

 

#8 – Be Available & Responsible

If you have a previously booked appointment at a time your client wants to meet with you, think about changing your schedule around. If a client is calling upon you for the appointment, that is a huge buying signal. What is the conflicting appointment? Can it be changed? Is it likely to result in an immediate sale? If you promise a client a quote by next Friday, get it there on Thursday.

 

#9 – Be Respectful

Show up on time for appointments but no too early. Dress properly for the appointment. Make sure to always thank someone for their time.

 

#10 – Don’t Be Desperate

Don’t make your potential client think that you are begging. Helping you hit your quota or win an award will not close a sale in most cases. Finding solutions to the client’s needs will close your sales.

 

Share Button
Tags:






Subscribe to our newsletter:    



Contact Information

Toll Free Phone
203-426-7780

E-mail


Limousine Blogs management meeting Limousine Marketing Tips customer relationships marketing tips marketing strategy customer service Facebook Marketing Tips Calls to Action Inbound Limousine Marketing B2B Marketing Social Media Marketing marketing content marketing Limousine Branding email marketing limo marketing tips Prospecting fleet safety DriveProfit customer referrals customer retention Limousine Inbound Marketing Limousine Email Marketing limousine marketing lead nurturing customer loyalty twitter Branding Video Marketing limo websites Blogs reputation management Limousine SEO online marketing customer feedback business tips customer satisfaction social media limousine websites Limousine Social Media websites SEO mobile marketing online booking Digital Marketing limo marketing Limo Branding Facebook Customer Satisfaction Surveys


Categories

  • Marketing Tips (249)
  • Limo Marketing Tips (191)
  • Marketing Strategy (137)
  • Social Media (108)
  • SEO (48)
  • Email Marketing (38)
  • Websites (37)
  • Customer Relationships (30)
  • Customer Satisfaction (28)
  • inbound marketing (22)
  • Customer Loyalty (22)
  • Reputation Management (21)
  • Facebook (18)
  • website traffic (18)
  • Branding (17)
  • B2B Marketing (17)
  • Business Tips (15)
  • Lead Nurturing (13)
  • Twitter (12)
  • Featured (10)
  • LinkedIn for Business (9)
  • Video Marketing (7)
  • Mobile Marketing (6)
  • Press & Media (5)
  • B2B Business (5)
  • Calls to Action (4)
  • Referral Marketing (4)
  • News (4)
  • Listing Check (1)
  • Case Study (1)


  • Archive

  • January 2019
  • December 2018
  • November 2018
  • October 2018
  • September 2018
  • August 2018
  • July 2018
  • June 2018
  • May 2018
  • April 2018
  • March 2018
  • February 2018
  • January 2018
  • December 2017
  • November 2017
  • October 2017
  • September 2017
  • August 2017
  • July 2017
  • June 2017
  • May 2017
  • April 2017
  • March 2017
  • February 2017
  • January 2017
  • December 2016
  • November 2016
  • October 2016
  • September 2016
  • August 2016
  • July 2016
  • June 2016
  • May 2016
  • April 2016
  • March 2016
  • February 2016
  • January 2016
  • December 2015
  • November 2015
  • October 2015
  • September 2015
  • August 2015
  • July 2015
  • June 2015
  • May 2015
  • April 2015
  • March 2015
  • October 2014
  • September 2014
  • August 2014
  • July 2014
  • May 2014
  • April 2014
  • October 2013
  • March 2013
  • February 2013
  • January 2013
  • December 2012
  • November 2012
  • October 2012
  • September 2012
  • August 2012