Sales Behaviours to Avoid!

Some direct feedback on what you should be AVOIDING on your sales calls…

Having my own business means I constantly get approached by salespeople.

So, when I’m on the end of cold outreach or a sales meeting, it gives me regular insight into those behaviours holding people back.

There’s no better window into the reality of selling for me as a sales trainer.

Here’s some direct feedback related to a recent sales meeting I was on the end of -

👇🏻

Context: –

* Appointment setting company

* Meeting set up by the SDR

(anonymous – not here to name or shame anyone)

Here are my unpolished notes…

🛑 Self-serving agenda

🛑 Minimal rapport

🛑 Zero research on me or my business before the call. Nothing at all

🛑 Surface-level questioning to get some metrics – no real pain elicited or problems explored

🛑 No digging into my answers / no genuine interest

🛑 Accepted my objectives at face value & within 2 minutes said they ‘could definitely help’

🛑 No emotion, curiosity, or empathy in his questioning / conversational ability - though ironically - it’s what he claimed his team do when setting appointments

🛑 He spoke at least 80% of the time

🛑 Went on & on about how incredible his fellow directors were at ‘closing’ (alarm bells - put that coffee down!)

🛑 No exploration of problems, implications, or other options available to me to qualify the opportunity...

i.e. - what else have I tried? Why is X my target? What happens if I don’t hit it? Am I motivated enough to work with them or anyone else? Is my problem big or urgent enough?

🛑 Complete lack of credibility as he did most of the talking and basically product-pitched

🛑 No concrete next steps, but still a pushy ending to the call (I'll whatsapp you - OK?)

Summary point -

- If this is how they conduct their sales outreach with me, a prospect, then it must be indicative of how they’d do it on my behalf.

Think about your own sales calls and if any of the above resonates then think about how you might try to resolve it.

And if you’re still stuck or don’t know the best way forward, message me directly and I’ll give a free 20 minute coaching session for the first three people I receive messages from.