In Prospecting

Donald Kelly, The Sales Evangelist, Bad Salespeople

Today, I’m sharing three things you’re probably doing but you don’t realize it’s harming you as a sales professional.

Sales applies to any areas of our lives.

Recently, I posted a fill-in-the-blank line on Facebook, which says:

“I hate it when salespeople _____.”

I got a bunch of amazing answers and it boils down to these top three:

1. Not listening

2. Being pushy

3. Not understanding that the buyer is more educated now more than ever

All these three tie very closely to each other. No matter what area of your life or area of selling, oftentimes, we don’t listen to our prospects. We don’t listen to the buyer.

How Sales Is Depicted in Movies

A common Hollywood scenario would be a boss pushing an agenda or the business owner tells the sales rep to go out and make sales. You don’t make sales and you’re going to get fired.

Movies glamorize crooked sales professionals. These “salespeople” win and the prospects lose. So people have a twisted view of selling because of this and they think this is the right way. They take this idea and apply it in the real world.

But this is not how it works.

What Great Sellers Do

Great sellers listen to the buyer. They understand the challenges they have and their own problems.

They ask meaningful questions. and keep talking, thinking that the more you talk, the better you’re going to be at convincing someone.

The customers, on the other hand, will just keep listening. Then they’d try to shut you up and just purchase your product. But this is not indicative of being a great salesperson.

It’s a sign of somebody not knowing what they’re doing and they only end up annoying people.

This can be changed with professional selling.

The Principles Behind Professional Selling

  • Ask the perfect questions.
  • Become a master of asking questions that would make your prospects think.
  • Questions persuade people more than rattling features and benefits.
  • The more meaningful questions you’re able to ask, the more genuine you come across to your buyers.

Today’s Major Takeaway:

Be a master of asking meaningful questions. The more you ask, the more prospects will respond. You’re talking less, but you’re getting more information. They think you’re listening more, which is the case. Then you don’t come off as someone pushy. They are in a dialogue with you. Then you’re able to bring value to the table leading you to becoming their through leader.

What are the things you don’t like about other sellers? Share them with us here or on our Facebook page.

Episode Resources:

Facebook The Sales Evangelizers

Abundance Now: Amplify Your Life & Achieve Prosperity Today by Lisa Nichols

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Donald Kelly, The Sales Evangelist, Prospecting