Some of these are obvious and some more subtle. All are based on 30 years hard-won sales experience!
Please give each some thought about how you could apply it to a sales situation. That way you will be preparing yourself to behave differently in a particular situation in the future:
1. While “the customer is always right”, they rarely know precisely what they want. So never take a customer or prospects’ requirements as gospel; check their understanding and use your expertise to help them get what they need rather than what they think they want.
2. Never tell your prospects or customers “You need”. Rather explore options with them.
3. Never talk too much. I know you’ve got a lot to say, but the best way to help your client buy from you is to listen to them. The old adage is that you have two ears and one mouth – use them in that ratio!
4. Never take a customer’s business for granted. You are always one step away from losing your customer, however safe you feel.
5. Never make a bad first impression. No matter what anyone claims, the first impression someone has of you sticks and changing that first impression can be impossible.
6. Never email in anger. You will regret it… If you must, type the email, then save it in drafts for 24 hours before taking another look.
7. Never over promise. It’s very easy to get carried away in the heat of the moment and promise that your product or service can do all sorts of stuff that you hope it may one day. You may get an order, but you’ll get an upset customer too.
8. Never think short term. A new customer will rarely give you their biggest order first, so build a relationship to secure their business consistently.
9. Never miss a deadline. Excuses just don’t cut it.
10. Never lie. You will get caught out!
I hope you have found our “not to dos” useful. We love sharing great sales hints and tips, so please do stay tuned for the next article…