There
are certainly more than three tactics to avoid in sales, but let’s look here at
three very common ones based upon consultative selling training best practices:
assigning work to the customer, dominating the conversation and ignoring red
lights.
- Leaving the next step to the customer. Is selling their job or yours? Don’t ask your client to get back to you. Complete each interaction with your commitment to get back to them at a specific time.
- Talking too much. If you are face-to-face with a customer, this is your opportunity to learn rather than teach (or preach). Ask questions and then listen carefully. Do you truly understand the customer’s needs? Do you have all the background information you need to provide the perfect solution? Do not overwhelm prospects with all you know about your product…they’ll quickly turn a deaf ear.
- Continuing to sell despite red flags. Cut your losses and spend your valuable time elsewhere as soon as you identify a dead end. If, for example, you cannot access the decision maker, find that your prospect has no real need or budget to spend, or you cannot uncover the decision making process gracefully move on.
