Prior to the economy tanking in the fall of 2008, business came relatively easy to most. Regardless of the sales competency level, there seemed to be enough business to go around. Even those highly skilled in building trust, uncovering needs, and providing a solution, admit their sales skills had gone ‘soft’ during the good times. Needless to say, smart business owners are sharpening their sales skills once again.
There are, however, those daring few who have yet to master the 21st century sales skills needed to make the sale. Here are a few one-liners we’ve experienced firsthand the past week that put a nail in the sales coffin. (Pardon our sarcasm.)
- “I don’t know what you do”. (From a cold call made to our office offering a product/service.) Really? Didn’t you do your homework on our company before you made this call?
- “I’m new at this”. (From a cold call made to our office offering a product/service.) Seriously? Why would we want to do business with you?
- “Call our office on Monday.” (From an email received from a potential vendor that we could refer.) What? Your company doesn’t offer customer service?
- “Can you call to remind me?” (From a call made to a potential vendor that could be referred.) Honestly? Do I look like your administrative assistant?
- “I’ll get that right out to you”. (From a vendor from whom we were ready to purchase.) Excuse me. Can you clarify what “right now” means? We’ve been waiting, with credit card in hand, for 10 days now.
This is honestly what goes through our mind – and the minds of your potential buyers – when such deadly one-liners are heard or read. Undoubtedly you’ve heard some good one-liners yourself…..hopefully not from us!
Strategic Coaching Takeaway: Avoiding killing the sale by arming yourself with research on your potential client and some well-thought out, well-rehearsed scripts that demonstrate you’re here to help.
