The Four Most Annoying Habits of Salespeople
Below is a list of habits millions of sales people do that annoy the hell out of most other human beings. If you partake in any of these, please stop. If you don’t, let’s keep it that way.
1. YOU TALK TOO MUCH AND DON’T THINK YOU DO.
In the movie When Harry Met Sally, Harry Burns said to Sally Albright, “You’re the worst kind; you’re high maintenance but you think you’re low maintenance.” I can’t tell you how many new clients have talked for 20 straight minutes on the importance of being a good listener.
My advice: Be quiet. Be quiet. Be quiet.
2. OVERLY ENTHUSIASTIC.
Here’s a conversation at national sales meeting between two territory managers who haven’t seen each other in a while:
- “Bobby Z whasssup dog? Still killin’ it in Hotlanta?”
- “Dude we killed it this year, up 28%! How are things on the left coast?”
- “Same bro numbers this morning had us up 32″
- “…Great! Fantastic! I’m finer than a frogs hair split three ways!”
My advice: You annoy the hell out of people if your energy is too high. Relax bro. Watch the two bulls on a hill story in the movie Colors with Sean Penn…just walk down.
Tell Me What You Do
Bill Caskey tells you how to answer when someone asks: “Tell me…what do you do.”
How To Get To The Decision Makers – The New Reality of Selling
It’s not often that we get to have an esteemed guest the level of Kevin Eikenberry (From Bud to Boss) but we have him on The Advanced Selling Podcast.
(Listen to the rest of the podcast “From Sales Person to Sales Leader” : http://www.advancedsellingpodcast.com/from-sales-person-to-sales-leader/)
Also on this week’s episode, Brooke Green talks about how we can cope with the recession by understanding the “new reality” of selling. Also, in our “Mailbag” segment, we address the ever-serious topic of ‘how to get access to decision makers.’ Enjoy!
Shortening The Sales Cycle and Passing On Price Increases
These two topics today — how to shorten the sales cycle by changing your perspective — and how to increase prices (if you’re in an industry that is passing on price increases to customers) seem like two distinctly different issues. But once you see these ‘whiteboarded’ you’ll see how they are connected. What connects them is the mindset of the seller.
Raw material and commodity prices are escalating rapidly. Oil, which accounts for a large part in the manufacture of anything is projected to reach $100 by the end of the year. Some project even higher. So, if you haven’t passed on increases yet, you might be soon. This episode will help you with the emotional side of this AND the tactical side.
The Search for the Perfect Salesperson (Rethinking Talent)
In this episode, Bill and Bryan address the search for sales talent and how most managers fail. To be clear, this is a podcast for sales managers BUT it’s also an episode that might cause YOU to rethink your own talent. Ask yourself if you are good at these things — and where you might fall short.
- Email us at: listener@advancedsellingpodcast.com if you have other opinions.
- Listen to More Podcasts: www.advancedsellingpodcast.com or find us on iTunes!!
Complicated Strategy Not As Good As Simple Sales Advice
As sales trainers, we get invited in to companies to help them solve some pretty complex issues. Yet, often, the answer to their sales frustration is quite simple.
I was watching the Michigan State ‘upset’ of Louisville last weekend. The camera / mic caught a frustrated Rick Pitino (Louisville head coach) as he was watching his team implode.
Despite all the complicated game plans and strategies I’m sure he implemented, his admonition to his players at that point in the game was, “Stop dribbling. Pass the ball!!!”
As an avid basketball observer that is one of the things that drives me crazy–a player dribbling but going nowhere.
Sales Is Simple Too, If We Let It Be
But in sales and sales training, the admonition we have for our clients gets very simple, too. Here are three instructions I would shout if they had their head phones in during a sales call.
- Shut up and listen. Stop talking. Stop pontificating. Stop sharing all of your wonderful opinions of how great your service is. (OF COURSE YOU THINK IT’S GREAT–YOU’RE SELLING IT!)
- Ask a follow-up question. Amazing too me how few questions sales people ask and how even more rarely they ask a follow up question after the prospect has answered the first. Think about how absurd it is for someone to answer a complex question and give you ALL of the relevant information on the first try.
- Give some space. After someone answers a question, give it some space. Don’t jump right in and think you have to talk. This is an in-law to Shut up and Listen, but a little different in that it’s about “giving space.” In fact, that’s what our entire philosophy is built on ‘space for the prospect to sell you on why he needs you.’ As long as you’re talking, you’re taking up space–not making it available for your prospect.
So, keep things simple–never as complex as they need be. And watch your sales effectiveness jump a notch or two.
Lack of Clarity, Confusion and Fear.
Warren Buffet appeared on the Today Show this morning. He made a very concise, profound comment — as he always does. Here are his words:
“Lack of clarity leads to confusion. Confusion leads to fear. And fear leads to inaction.”
Now, of course, he was talking about the economy in general and the ineffectiveness of the President’s communication to the people on this front.
But he could just as well be talking to you.
As a sales trainer, I’m always observing how sales people approach me. The world is one big laboratory for us.
I had a sales person call on me from a referral last week. It should have been a ‘laydown’ for him (or ‘layup’ coz of March Madness). I really wanted what he had.
But by the end of the phone call, he had me so confused with so many options that I decided to “do nothing.” Afterall, I didn’t HAVE TO HAVE what he was selling. it was a “nice to have.”
Too many options. Too confusing. Too much Fear. Too little action.
Do you do that to your prospects? Do you get ahead of yourself? Do you fail to realize that they aren’t in your business? You’re in college–they’re just in grade school, comparatively. Do you overplay your hand to the point you scare them?
I hope not. But if you’re experiencing a slow market, don’t be too quick to blame that market. Look in the mirror and see if you’re easy to buy from.
Slow down. Be patient. Ask better questions. Tell stories. Be more clear about your value. And watch your results change. Don’t confuse your prospect.
