Are you absolutely sure that you’re not doing things to cripple your sales and goals in the end? Our guest today will shed light on the 10 Mistakes that Kill Sales Opportunities.
I’m bringing in Anthony Iannarino, the mastermind behind thesalesblog.com. His daily blog is dedicated to provide salespeople with the much-needed practical tips and insights every salesperson should know in order to help advance a career in sales. Anthony is an entrepreneur, writer, speaker, coach, and sales leader.
Today, we will dive deep into a blog post Anthony has written back in 2014 about the 10 Mistakes that Kill Sales Opportunities. Due to time constraint, we can’t discuss each one of them but we will delve into the most important ones.
Here are the highlights of my conversation with Anthony:
10 Mistakes that Kill Sales Opportunities
If you can’t find or create a compelling reason for your prospective client to change, you aren’t going to make a sale. No deal.
You have a great product? Great! But until you get the customer to agree that they’re unhappy in their current state, they’re not going to move forward with you because they’re not yet compelled to do that.
How you can push somebody to recognize that change:
They have to recognize it personally, but you can nudge them along the path so they can recognize it.
Give them a vision of:
How to earn the right to ask for a close?
Why is this important? It’s a violation of trust
What sellers can do to create a compelling reason for their customers to buy:
Don’t try to make up something compelling. Find out what’s already compelling.
Getting this information before sitting down with a decision-maker about it:
Why sellers have a tough time building the consensus:
Current projects Anthony is working on:
Book: 17 Elements: 9 Success Elements and 8 Sales Goals
Connect with Anthony via thesalesblog.com
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Anthony’s Major Takeaway:
Put the relationship above the transactions if you want to have lifetime relationships, if you want to be a trusted adviser, and if you want to stake out that position where you own all the opportunities.
If you put the transaction above the relationship, just being transactional makes you transactional. Your customer is going to treat you that way too because you set the standard.
Anthony’s blog on the 10 Mistakes that Kill Sales Opportunities