Dysfunction Junction
Friday, July 25, 2008
You install a great product. Or your team is the best in the business. Perhaps you are the greatest contractor of all time. And you know it. Is that a bad thing? No. But letting others know it can be. When you are selling your company to a potential client, certain traits can turn people off.Having too much confidence during your sales pitch can lead to a no-sale. Overconfidence can make clients feel like they're being over-sold and talked down to. Sure, you know the industry, but when it is forced down throats, it will make potential clients back away.
What worked before will work again. That mantra can kill your sales pitch. Why? Because times and people change. Whether the economy is up or down, or the latest trend is in or out, the needs of the people can and do change. You need to be aware that what worked in the past may not work now.
Yes, you may work with the best products or materials in town, but your future customer doesn't need to be oversold. Let them know how these products will make their lives better, save them money, or help the planet. Don't try to convert them to become missionaries. It's too much for most to handle. 'What's in it for me' is all they care about.
Avoid these dysfunctional behaviors when you're selling and you'll close more deals.
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Labels: Sales Advice
