Desperate Moves That Ruin Sales...And How A CRM Can Help
As you are reading this article, we can assume that you have seen sales scripts before. Sales scripts are wordage, which educates and show us exactly what to say to get a prospect’s business, in the shortest span of time.
But often what you should not say is also just as important, as to what you should.
There are hundreds of words, phrases and expression that sales people unconsciously use that are not only ineffective, but can also turn off the customer, right at the onset of the call.
Although, different industries have their own set of rules as to what is acceptable and what is not.
But still then, saying any of these 8 following phrases is most likely to hurt you when it comes to sales:
1. “Do you have 90 seconds?”
By saying these words in the beginning of a conversation, you might be trying to illustrate that you won’t take much of your customer’s time. Still, whenever you say this, always remember, you are starting your conversation with a lie. So, never try to makefalse promises right at the beginning of your call that you are going to break.
2. “I am going to be absolutely honest with you.”
Many sales people are in the habit of saying this clichéd line, because they often believe it to be an effective selling technique. But from the customer’s point of view, you words may not be too comforting, as the customer may think –‘if you are going to be honest now, does it signify that you have not been honest before.”
3. “I really need this deal.”
This is one of the wildest statements that sales people most often make while trying to close their deals. Never talk to your customer about your personal plights. It just makes you look pathetically desperate. Ask yourself, why should your customer care about what you are offering, when sales is all about solving your customer’s problems and not your own.
4. “Usually I don’t do this for anyone, but let me see….”
Although far too many salespeople think that it is one of the most effective way to close their deals- but it is not. The problem with statements like this is that most of the people can see right through these words. So it hardly works out.
5. “Harry, let’s take a look at this one. Does this sound good Harry?”
Nothing can be more infuriating than to listen to an unknown salesperson who keeps repeating your name over and over in an attempt to build a misguided rapport. It is always good if you took the time to remember your customer’s name, but better stay cautious before you repeat it too often. So know when and where to stop.
6. “I am just touching base.”
Just retire immediately if you have been using this phrase while making your sales calls. This phrase often obscures the real purpose of your call. So don’t say you are ‘just touching base’ as it makes you sound that you are making the call because it’s merely an obligation.
7. “My competitor’s products are awful...”
Badmouthing your competitor is one of the sure shot ways to turn off your customer. Of course, you must remain extra-vigilant while praising your competitors. But praising your competitor in a subtle manner, before pointing out the value difference between your and their products is always the best way to go, if you want to win over your prospect with a smile.
8. “Would you like some time to think over it…”
Telling this to a customer is practically saying in other words ‘Why don’t you get back, whenever you feel like’. So, using this sentence in a sales call often makes the sales person give the prospect a way to quickly end the conversation, by giving the would be customer time to think about buying your product or services on their own.
In a shocking study shared by Herb Greenberg,the Founder and CEO of Caliper Corp, who wrote in his book “How to Hire and Develop Your Next Top Performer” along with Harold Weinstein and Patrick Sweeney, comparing results from thousands of assessments, that:
Here are some of the few other bad habits that in reality repel instead of selling to your potential customers:
Begging For a Meeting
While eagerness has been always healthy- desperation is not.
Pushing a prospect to meet is rather awkward, especially when the prospect has already expressed no interest in the sale.
Rather, it is better to ask your prospects“Do you not see enough value in for you to schedule with me another call?” However, if their answer is still negative, thank your prospects for their time and move forward with other promising opportunities in your call list.
Reaching The Solution Too Fast
In an ideal sales scenario, the potential buyers discover how your product or service is the best solution for solving their issues. So try to learn about your potential customer’s pain points and resist the urge to blurt out ‘we can solve that for you’, too early on the call.
Threats are no way to nurture business relationships. Although many sales reps weave words like ‘I’ll keep on calling you unless you are ready with an answer’ or ‘I will lose my job, if I don’t get this deal’, but these words often put the potential buyers in a really uncomfortable zone.
Always remember, a sales speech which accompanies the voice of frustration and fear is never the best way to make a customer feel good about your company.
Speaking With a Shaky Voice
If you are feeling nervous or chocked-up, your voice just won’t hide. So never let desperation creep into your vocal cord. Always take a deep breath and picture the confidence that you want to share with your prospect before picking up your phone.
Not Taking the Hint
It is true every time, that some sales processes simply don’t go anywhere.
Many prospects delete your emails and neglect your calls, without responding even for a single time.
So sending a dozen of emails or leaving ten different voicemail messages, especially if the potential customer has never responded to your first message, often comes off as a sign of desperation, which affects the future buying decision of the prospect in an unhelpful, negative way.
According to Sales Pipeline Management, any comprehensive sales process has steps which are required to be followed for how often and when one should ideally reach out to a potential customer, before deciding that they are no longer a fit as a prospect in the sales funnel.
Use CRM to take your sales to the next level. CRM is one modern day business tool, that not only keeps your sales process in mind, but it is also capable of incorporating these steps into your selling system, so that your sales team is capable of reaching out at strategic points of the sales process, helping reps to know when and how to knock on their prospects in time.
Do you know about any other bad habits that make sales reps look desperate?
If you do- share with us your story below.
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Glory oversees the reseller channel. She has a business accounting degree and has worked in sales, within real estate and professional leasing, at Deloitte & Touche (one of the top five accounting firms), retail management, and within the high-tech software industry (POS and CRM). She is excellent with relationships and is well respected within the reseller channel.