Salespeople often behave in predictable ways & then blame the prospect...

Example - 

Incoming enquiry - prospect asks the salesman a few questions about their service, what they offer, can they do this or that, what it includes, their best price, why they should consider with them etc. 

The salesman answers all their questions to prove how smart & credible he is.

He can sense this is probably a deal. 

He asks no questions of his own - no need. They're VERY INTERESTED. 

Prospect thanks him for his efforts, promises to 'get back' to them within a few days.

Salesman turns to his manager and reports a 'hot' enquiry & a 'great' conversation.

If you asked him about the prospect, what they did, why they need to buy, what happens if they don't, what else have they been looking at, whose decision is it etc - they would be able to tell you...precisely...Nothing. 

This 'hot' lead then turns into an even hotter disappearing act.

Why?

Because the salesman did nothing to qualify them. 

Their emotions of excitement & thoughts of a potential commission check got the better of them. Again.

Rational thought went out the window. 

Clarity & next steps? Forget it. 

They only did so because the salesperson allowed them to. 

Without any logic or judgement & completely blindsided by their own emotions. 

The salesman's commission breath was so strong that the prospect cut the call short on that basis alone. 

They felt absolutely no connection with the salesman, and no sense of any understanding, interest or curiosity. 

Resulting in zero trust. 

If, on the other hand, the prospect did come back and buy, then that would be taking an order. 

Zero sales skill required. 

A piece of AI software could have done that. 

Yet this is how vast numbers of salespeople behave.

If buyers expect certain behaviours from you, the salesperson, then don't fall into that trap.

Don't be that predictable used car salesman. 

- Be better. 

- Take control. 

- Make it entirely about the prospect & enter their world.

- Ask lots of good questions.

- Disqualify early on. 

- Understand if you can genuinely help them. 

- Form a business case. 

And forget about your commission check. 

That will come about as a result of becoming a highly skilled salesperson. 

But it will always be an uphill struggle & a constant source of disappointment as a self-serving, commission hungry order taker, who expects fat commission checks in return for exactly nothing. 

#sales #selling #buyer