That awkward moment
The negotiations — a delicate thing. Sometimes the sales Manager feels that he did everything right, but the deal still did not take place. Does this mean that he was actually wrong? Maybe not. But it is likely that he, without realizing it, caused rejection in a potential client.
Jeffrey James, author of the Sales Source blog, shared a list of such actions. Everyone who needs to convince someone or sell something from time to time should get acquainted with it. Read it, and if you notice something like this behind you, stop immediately:
1. Talk to the client’s teeth (instead of talking to them).
2. Talk more than listen.
3. Talk about details that are not relevant to the case.
4. Neglect the opportunity to illustrate key points with an interesting story.
5. Make mistakes when pronouncing the project name.
6. Make a presentation that is too long.
7. bring up for discussion the problems that you think the client is suffering from.
8. Start your presentation with information about your company’s activities.
9. Tell too much about the company’s activities.
10. To start the presentation with the biography of the founder of the company.
11. To tell you too much about the biography of the founder of the company.
12. To discuss the objections which the client has not expressed (even if they could it to be).
13. To use too much jargon, colloquial expressions and Newspeak.
14. Not to explain why your offer is better than the competition.
15. Difficult to respond to reasonable customer questions.
16. To avoid answering, instead of honestly to admit that you don’t know something.
17. To bear any nonsense, if you don’t know something and are afraid to admit it.
18. Ask rhetorical questions from the series ” What if I save you…”.
19. Use words that show too clearly that you want to sell something (for example, “We guarantee you…”).
20. Pronounce the learned expressions that all sales agents use.
21. Ask the client questions that you yourself would know the answer to if you had prepared a little in advance for the meeting (at least looked at the company’s website).
22. Wear too bright outfits or accessories that distract attention.
23. Forget to turn off the phone during the meeting.
24. Order a dish that is difficult to eat beautifully, if the meeting is held in a restaurant. (No pasta, burgers, or croissants for Breakfast that will make you crumb.)
25. Stun the client with a random list of features and capabilities.
26. Show confusing infographics in an attempt to show and tell everything.
27. Use unusual fonts in your presentation that are difficult to decipher.
28. Illustrate the photo with pictures from the free photo Bank with the image of happy clerks.
29. Read from the presentation slide (big mistake).
30. To speak too fast because you have very little time.
31. Neglected proof-reading a text edit and show a presentation with spelling errors.
32. To raise questions related to politics or religion.
33. To focus only on how to close the deal, instead of trying to learn something new or to help the client.
34. To complain about their work or economic difficulties in the country and the industry.
35. Show your personal emotions and desires.
Even if you have taken all the tips into account and are determined not to make mistakes, a one — on-one meeting with the customer is the case when anything can happen.
Tells Geoffrey James:
One day I was on my way to a very important meeting and as I was getting out of the car, I noticed that a pen was leaking in my breast pocket. I was already terribly late, and then this.
Cursing, I pulled the soiled shirt over my head, tossed it into the bushes, and put on the other one, which happened to be in my briefcase.
When I entered the room where my client was waiting for me, I realized that the window of the conference room looked out on the same area where I had undressed a minute ago, and the customer had seen me undress.
I once took a marketing Manager to a meeting with me in the hope that he would help me introduce a new product to the customer. What he presented as a result is a lot of reasons why we can’t create a product, because his target audience can’t decide what kind of product we should make for them.
At another meeting, I called a sales Manager to answer questions that I can’t answer.
He was supposed to stay in the shadows and materialize only when necessary. However, he interminably interjected, interrupted, and from time to time began to yell at the client.
After the meeting ended (in a disaster, of course), the Manager said that he still expected his share of the sales.
Another little helper
I went to another meeting with one of our engineers, expecting that he would answer technical questions. Every time the customer was ready to make a deal, this specialist, roused, said:
“You know, and we can also do something different…”, – which caused the conversation to move into a new channel.
When this happened the third time, I noticed that the situation was already beginning to irritate the customer. So I quickly ended the meeting without agreeing on anything.
At a meeting with a group of customers, I was already moving to a new stage of my commercial offer, when it turned out that two of them did not agree.
Apparently, some internal conflict surfaced, because they began to sort things out right in front of everyone. The discussion quickly turned into a noisy argument, both lost control of themselves and eventually left, slamming the door. Guess who was accused of sparking the conflict?
Said as cut off
I was chatting with the customer about TV shows. Since we’re both from the Midwest, it quickly became clear that both he and I liked drew Carrey (an American showman and stand-up comedian. – Ed.). Here I said:
“It’s amazing to me that this guy is so popular, given that he’s so ugly.”
Then I remembered that I had told my client earlier that he looked like drew Carrey.
Got burned on the little things
Before meeting with an important client, I went to the toilet on the first floor of the office center, on the eighth floor of which his office was located. Suddenly a man came into the room, Smoking a cigarette. I looked at him pointedly and asked him, rather impolitely, to put it out. Guess who it was?
I was going to negotiate with a colleague, and on the way he offered to drink Slurpee — a thick frozen sweet cocktail of a rather strong color. When we reached the building, we finished our drinks. As we sat down in front of the client and started talking, we realized that something was wrong with us. My tongue was bright blue, and my colleague’s was completely green.