In most industries there’s no lack of competition, which means professional salespeople need to up their game. How does a sales professional selling in the B2B space improve their game? One way is to avoid doing things that frustrate shoppers by avoiding the 7 deadly sins associated with selling.
My company interviewed over 100 people who make purchasing decisions for their businesses; buy things like IT services, capital goods, and a variety of professional services. In this research, we discovered what sellers do, which frustrates the buyer during the sales process. This article explains these 7 deadly sins.
Too much talk / it sells too much
It’s widely known that poor salespeople have a habit of “showing up and throwing up”. They talk too much about themselves, their companies and their products. They make statements before asking questions. Do not adopt one of the habits of successful people: “first try to understand, then make yourself understood”.
Our research suggests that sellers should speak no more than about 30% of the time, and the remaining 70% should be used to ask questions that will help identify the challenges buyers face and how to address them.
Try to make me say yes
Using shutdown techniques like “alternate shutdown” or “puppy shutdown” to manipulate shoppers into saying “yes” disables shoppers. Research proves there’s an inverse relationship between the price of a solution and the closing techniques used – the higher the price, the less closing techniques will get you the sale.
More than any other problem, the use of closing techniques discourages the buyer the most. In another article, I wrote: “Sales closing techniques: do you use them or not?”, I deepen the closing techniques.
Disorganized and unprepared
Being late, inadequate preparation, not being able to find things and / or uncertainties about the details of the products and services you sell – who wants to buy from someone like that?
Sellers need to realize that buyers need to make 4 decisions before buying from you in that order; 1) they buy you first, 2) they buy your business, 3) they buy your product / service, and 4) they buy your price. But first they have to buy you, and if you’re not organized and on top of the situation, you’ll never sell yourself or anything else.
He interrupts me when I speak
As a professional salesperson you’re there to learn about your buyer and his/her business, to uncover and understand the buyer’s problems, and then figure out how your products and services can add value. You’re there to ask great questions and listen actively.
In many ways, buyers take risks to talk to you about their business, so stop drawing conclusions before the buyer is done explaining things and interrupting him while he talks. You’re there to build rapport and learn, and you’ll fail to do both if you aren’t patient while your buyer is explaining his situation.
He wastes time on useless details
Our research revealed that one of the most valued traits in a salesperson is the ability to solve the buyer’s problems. To achieve this, the salesperson must ask the right questions, actively listen and research the details. There’s no time to waste on things that don’t add value.
Some sellers continue to work on building relationships long after the buyer is fully engaged. That’s not necessary. Explaining details about the product/service that aren’t germane to the problem being solved wastes time, complicates the matter and turns the buyer off. It’s unnecessary to communicate details unless they are directly related to the solution.
Evita di parlare di tutte le caratteristiche e i vantaggi dei tuoi prodotti/servizi. Understand the buyer’s problems, and focus your recommendations and solutions accordingly; don’t invest time telling the buyer about all the other great things your products / services can do.
Long presentations about his company
We asked buyers how long a seller should tell a story about their business. Almost half of the respondents said less than 5 minutes and another more than two-thirds said less than 15 minutes. In total, over 80% of respondents in our survey said it was less than 15 minutes.
Long presentations about your business will discourage the buyer faster than anything else. Don’t go there. In the B2B space, buyers are interested in 4 main things about your business; 1) you have the ability to do what the buyer thinks needs to be done, 2) you have staff to do it, 3) you have references that confirm your ability to do it, and 4) who else will work with you.
Whatever presentation you make about your business, keep it short and simple and answer these 4 questions as concisely as possible.
They call too often to ask for a decision
We asked buyers “what frustrates you the most about a salesperson’s behavior between the time a proposal is presented and a decision made?” 75% of respondents said the salesperson calls too often to ask for a decision. Interestingly, just over half of the respondents also replied “they forget about me”. A bit of a paradox. In any case, don’t do either.
Per il modo migliore per passare dal fare una proposta al prendere una decisione, leggi il mio articolo "5 modi per tenere traccia di una proposta di vendita".
In summary, we’re all sinners, right? But seriously, salespeople who can avoid these 7 deadly sins will build stronger relationships, be a more trusted advisor, and sell more valuable solutions.
At Klipnik, we read lots of used car listings, and it’s not because they are so beautifully crafted. The opposite is usually true. Most of them are hastily composed and lacking in key details.
Not only is this frustrating for buyers, who may drive halfway across town to discover that “needs a little TLC” means there’s a goat living in the backseat. For sellers, it’s worse because a lackluster ad can easily diminish the sale price of the vehicle.
Fortunately, it’s not too hard to put a decent listing together. Just make sure you avoid these common crimes that can ruin your sales.
1. Poor photos
We’ve all seen them: blurry shots, cars washed out by blinding sunlight reflections, paint that seems “blotchy” due to scattered shadows cast by trees and other things, photos with the nose or tail of the car chopped off. Take some time to frame your shot correctly. Distract objects (tree “growing” from the roof, people, animals, etc.) out of the frame. Avoid taking pictures in bright sunlight and in shady places.
The best time to photograph the car is early in the morning and just before sunset. Provide more rather than less, including detail shots that emphasize the car’s strong points — for example damage-free wheels, a rust-free underside, a minimally worn driver’s seat — and, if necessary, that disclose any notable flaws that a potential buyer would want to know about.
2. Minimalist descriptions
Skipping the details is another way to lose perspective. Don’t be lazy. Describe how the car is aesthetically and mechanically, including the type of engine and gearbox. Indicates what options and desired functions it has. Do you have a good maintenance history with receipts? A well-explained receipt photo is a good statement, as is one of the original shop window stickers if you have one. Finally, check your spelling and grammar, which can be as simple as pasting the text into a Word or Google document and following the instructions.
3. TL; descriptions of DR
While short descriptions can certainly be off-putting, long advertising is even more off-putting. The worst criminals here sometimes copy and paste huge portions from Wikipedia or Edmunds that detail the model’s history or its basic specs, such as the fact that it has six speakers. The purpose of the ad is not to recreate an Internet search; rather, it should give us details that distinguish your particular car. And if you do find yourself with a fair amount to say, don’t be afraid to break things up into paragraphs and bullet points that readers can scan easily for the info they want. A wall of words can be as lethal a sale as no description.
4. Mileage secrecy
What’s the big secret? Even if it’s got 200k on it, disclose it. People will want to know. Failure to indicate mileage in an ad is simply postponing the inevitable; it’s not like shoppers are going to overlook such an important detail. Worse, if you don’t include it and your car happens to have lower miles then you’re doing yourself a big disservice, as people will assume it has a ton of miles on it.
5. No price
Thinking that this arouses interest usually backfires; it’s a turn-off for most prospective buyers. People are just going to assume your price is unrealistically high and as a result probably won’t bother contacting you to find out what you actually want for the car. If you don’t have something very rare and desired, this is the wrong approach.
6. Don’t clean the car
Yes, you think it would be obvious. But we’ve seen many ads where it looks like the car wasn’t washed and/or the carpets and seats were not even vacuumed. Seeing a dirty exterior and/or carpets littered with trash along with a console’s cubbies overflowing with personal effects is a huge turn-off. Most used car buyers look for examples that previous owners have taken care of, so a dirty car is an obvious step.
7. Don’t answer questions
Whether you’re trying to sell your car through eBay, Craigslist, Bring a Trailer, or even the local paper, if someone shows genuine interest by leaving a voicemail or sending you a message, reply promptly. In today’s “instant gratification” society, it’s in your best interest to respond sooner than later, before they’ve moved on to other prospective cars. Unless of course “query” is an obvious scam, just hit “remove”.
If you avoid these basic sins when you put your car up for sale, you should be among the more serious buyers, sell faster, and have more money in your pocket. It’s definitely worth the extra effort.
Did we miss one of your pets who pestered you about used car offers? Share them in the comments below.
As a sales specialist with any level of experience, there are a few mistakes that, if made, can turn even a promising sale into a climb. These seven deadly sins related to selling are easy to commit, even by a seasoned professional, so by recognizing these sins you can create a plan to avoid them to make your future encounters more effective.
To help sales professionals, here are the seven deadly selling sins and their impact on the customer and their willingness to commit to selling.
Wasting customer time
Small talk, repetition, redundancy, and “fluff” in the conversation will deter potential buyers, especially if you’re selling to get on board. To avoid this sin, try to keep your sales optimized and specific.
You are not fully prepared
Nie ma dziś usprawiedliwienia, gdy informacje są łatwo dostępne w Internecie i w mediach społecznościowych, aby nie być przygotowanym na klienta, firmę i trendy w ich branży. Of course, you also need to know your product. Take the time to do further research and update your knowledge of your products and services.
Talk, don’t sell
Sales are about satisfying a need, solving a problem, and creating benefits in the customer’s mind. Just reciting facts and numbers won’t accomplish this goal.
Take some time to review the sales process and find out what you will be doing at the sales meeting. Be accountable to yourself for setting goals and achieving them.
Lose faster (Go to next)
don’t dwell on a point once it is made. Engage the customer or customer, explore the capabilities of the product or service as a solution, and move on to the next part of the process. A breakdown will result in a loss of momentum and interest.
- Don’t internalize the rejection
Avoid feeling personally rejected by “no”. Instead, she looks to the next meeting and plans a new creative approach to working with that client based on the new information gathered during that meeting.
- Close at every point of contact with the customer
Don’t wait until the end to close an order. Close and confirm all points of agreement that appear during the meeting and conversation.
Another key factor to remember is that listening is a key selling point. By listening to your client, you will gain insight into his needs and problems, which will help you avoid some of these deadly sins.
Low win rates, long sales cycles, heavy use of generic content, executive summaries that apply to you, and too technical or even outdated offer text are symptoms of the offer team and sales organization committing “seven sins capital? “. and I don’t even know. As a result, they are not as effective as they should be.
This is the opinion of Dr. Tom Sant, who was named one of the top ten sales coaches in the world by American Selling Power Magazine. Sant will visit South Africa this year to deliver a keynote address at the second annual conference convened in Gauteng on July 28 by the South African Proposition Management Professionals Association (APMP).
Last year? The conference brought together 64 delegates – from entrepreneurs to sales and new business development managers, as well as bid and offer managers who make up the association’s members. 90% of the delegates rated the experience as “very good to excellent”.
A delegate said: “I wanted this conference to give me the opportunity to improve my win rate through proposals; I wanted to share ideas with my colleagues and hear what the experts had to say; high quality offers All my wishes have been fulfilled and now I am very motivated to go back to the office and put my heart and soul into preparing the next offer !?
In this presentation titled “The 7 deadly sins of the proposal?” Sant will identify the seven sins of the proposal writing and, more importantly, he will show the delegates how to eliminate them. He will provide simple and practical methods to ensure that proposals are focused on what is important to the decision maker, structured in the most convincing way, and based on a strong combination of persuasive value and effective differentiation.
The theme of the one day conference is “The Art of Winning”. Victory goes to the preparations and victories are not accidental. Other speakers and conference topics include:
? Telling a story. Ancient Art of Persuasion – 5 SA master of public speaking and author of three books, Douglas Kruger spent a decade learning to persuade with stories.
? Behind the scenes in the public procurement departments, Millie Rasekoala, as head of the SETA procurement department, will share with us her views on what happens when government departments prepare tenders.
? Be creative – The pen is mightier than the sword – Festus Masekwameng, MotherRussia Design 360
? You? again on the shortlist on how to download socks with a presentation – Penquin
? Offer managers? Round table – EOH, Deloitte, Aurecon, Vodacom, Standard Bank
? 2011 Salary Survey Results – Sandy Pullinger, Consulting Director on the nFold proposal
? CIPS and APMP: how bidders and buyers can work together
“We are delighted that Tom has agreed to visit South Africa to share his knowledge, this is a unique experience for both sales and offer professionals,” said Sandy Pullinger, APMP SA President and Director by Offer Advisory nFold, a company representing Sant’s best practices in South Africa. nFold will also host a breakfast with Tom Sant on August 2nd, titled “The Secrets of Persuasion”.
A former college professor, comedian and founder of two successful companies, Dr. Tom Sant has had a revolutionary impact on the way business people communicate. Hailed as the world’s greatest authority on winning sales proposals by the American Management Association, he is the author of the bestselling Persuasive Business Proposals, The Giants of Sales and The Language of Success. He was named the first ever member of the Professional Proposal Management Association in recognition of his contributions to this field.
For more information on Dr. Sant? s visit, go to the Association of Proposal Management Professionals website or send an e-mail [e-mail address protected]
The 7 deadly sins: how to avoid them to ensure market success
Cloud companies, whether located in Silicon Valley, Boston, Berlin or Bangalore, often seek “best practices” to accelerate the development of their key products or services. And that’s clearly a good thing.
But today, my Chasm Institute colleague Michael Eckhardt and I would like to draw your attention to a different perspective: the seven worst practices or pitfalls that cause seemingly exceptional products or services to fail on the market. The result was a drop in stock prices, worthless stock options, customer dissatisfaction, and damaged brands. And, of course, frustrated shareholders and directors. The Chasm Institute called these tech company traps the “7 deadly sins.”
Geoffrey Moore, author of “Crossing The Chasm”, amplifies a key success driver when he states “companies must focus and win with a specific segment of customers in “pain,” before a disruptive new solution can successfully cross the chasm – i. e. commercialize – with mainstream buyers”. Breakthroughs such as Workday, Google, Box, Lithium and Salesforce have used this “strategic focus” to achieve impressive growth.
But that’s not the only success driver. Furthermore, winning technology-based companies must avoid these seven key pitfalls and mistakes as well:
I "7 peccati capitali" da evitare
The education law expert explained what they are and how to avoid them.
December 2013, vol. 44, n.11
Printed version: page 48
Ethics is about resisting temptation and then understanding why you’re doing it, said higher education law expert Ann Franke, JD of Wise Results, LLC, to attendees at the 2013 APA Education Leadership Conference.
Franke provided an overview of common ethical issues in academia, using the seven deadly sins as a framework:
- Laziness. An example of laziness is plagiarism. “In this online culture, cutting and pasting is so easy,” said Franke. “And source assignment is something that students don’t have very often.” Faculty must consider how to define plagiarism, shape ethical values for students, and respond to violations of these values.
- Gluttony. While alcohol and drug abuse issues are getting a lot of attention among students, less attention is being paid to such issues among faculty, Franke said. Psychologists are in a good position to become resources to address this problem, she said, inviting participants to engage in frank discussions in their institutions.
- Lust. Most universities now have rules that prohibit romantic relationships between faculty and students, both in general and in a supervisory relationship. “Yet”, Franke said, “that mortal sin is still within us.”
- Greed. The academy sees an abundance of financial greed, whether it’s a conflict of interest in research or outright embezzlement. But greed also takes the form of a search fraud. Faced with pressures to publish or die, Franke said, “people are greedy for publications and the prestige that goes hand in hand with spectacular search results” and may be tempted to falsify the results.
- Pride. Franke cited a long list of scientists who falsely claim to have qualifications such as PhD, Rhodes Fellowships, and Navy SEAL status. “Check those credentials,” she insisted. “This is not something to be accepted in good faith because there are people in the world without good faith.”
- Jealousy. A particularly sensitive issue is job denial, which, according to Franke, often boils down to claims by minor department courts that senior departments are simply jealous of their increased productivity. Consistent feedback before junior teachers arrive for the professorship is one way to avoid such problems. Dragging younger teachers and then denying them the mandate they expected is on the verge of an unethical approach.
- Anger. Whistleblowers often face negative consequences, Franke says. “It happens more times than I would like to tell you,” she said, citing cases of retaliation by universities by firing individuals. Fortunately, Franke said, “jurors really understand revenge and revenge” and often concede big deals.
When you notice any of these or other ethical misconduct, try “third party intervention” by informally involving the person, Franke suggested. If that doesn’t work, go to formal processes like the Ethics or Fraud Helpline or the Complaints Procedure.
by Amanda Mascarelli
The original sins of the public information officer aren’t quite as deadly as wrath, greed, sloth, pride, lust, envy, and gluttony – but close. Some of the most common trespasses for PIOs include not returning reporters’ emails and calls in a timely fashion, hyping news, being dishonest or misleading, micromanaging rather than facilitating, not knowing one’s audience, and not following through on promises.
"Vedo molti peccatori che conosco", ha scherzato Terry Devitt, direttore delle comunicazioni scientifiche presso l’Università del Wisconsin, a Madison, rivolgendosi a una stanza piena di pioniere per una sessione che ha moderato su "I sette peccati capitali della pio scienza (e Come evitarli) ”A ScienceWriters 2011 sabato.
In September, Devitt and other panel members conducted an online survey in which they asked reporters and the PIO to think about what is driving them crazy about each other and how to improve the relationship and interaction between journalists and the PIO. . Out of 79 respondents, 61% identified themselves as a journalist and 35% as a PIO. Many PIO employees had 20-30 years of work experience.
Alcune delle violazioni più palesi del PIO, secondo le risposte dei giornalisti al sondaggio, includevano "troppi gerghi, acronimi e luoghi comuni di merda, scritti male, comunicati stampa obsoleti, semplificati, non contestuali, telefonate o annunci non richiesti e presentazioni e presupponendo che il giornalista sappia il molto o troppo poco".
“Many of these [sins] are evident to those of us who are in the industry,” said Devitt, who has been a PIO for over 27 years. “But it was really surprising how often these criticisms were voiced,” which suggests that the problems are quite common, he said.
Panelist A’ndrea Messer, senior science and research information officer at Penn State University then discussed the Ten Commandments of the science PIO. The list includes: responsiveness, truthfulness and accuracy; be available to be selective; be repentant; be patient; to be a channel to be a “palm tree in a pot”, which means that OPIs should facilitate interaction between journalists and researchers and thus take a back seat; and avoid the use of the word ‘breakthrough.’
Another speaker, David Harris, a freelance science communications designer and author of The Enlightened PIO blog, stressed the importance of “relationship management” in the role of PIO. Above all, “drinking with reporters,” persuaded Harris. It needn’t just be over beers; coffee will do, too, he said. In difficult situations and difficult circumstances, these relationships can save the day.