Do Potential Customers Think You’re Desperate?
One of the biggest mistakes salespeople make is laying on the pressure to buy. Prospects won’t only shy away because you’re coming off too strong, they will also think you are desperate.
Finding the line between eagerness and desperation in social situations can be a difficult task, and for that reason, sales reps often do not realize they are giving off a negative vibe. If you are guilty of these traits of a desperate salesperson, stop immediately and reevaluate your sales strategies.
1. Forcing a meeting
If you’ve spent one day in sales, it’s likely you’ve heard the phrases “We’re not interested” or “Now is just not a good time” from a prospect or two. The key is determining if there is true interest and knowing when to back off.
What is a good way to tell if a person is actually interested in your product? Just ask them, “Do you want to schedule a time to talk or have I not established enough value for you to talk with me?” This will tell define if it is a “not now” or a “not ever” situation. If the prospect does not see value in your product, follow up the rejection with a simple thank you for their time. Give them an out, and just let them go.
2. Assuming the prospect is interested
Do not just assume your lead is interested in what you are selling. Instead of suggesting a phone call or meeting as the first point of outreach, ask if they want more information.
3. Identifying problems too quickly
A great sales tactic is to find a match between the prospect’s problem and your solution. However, you should not be too eager to make that connection. Sometimes prospects want to connect the dots on their own. Instead of highlighting the product from the get-go, ask questions and tell stories about other people like the prospect. Your potential customer should be able to see themselves in the stories.
4. Threatening the prospect
Threats, ultimatums, and begging are sleazy tactics and will only give your prospect a negative impression of you, even if you do pressure them into buying. Refrain from saying “I won’t take ‘no’ for an answer,” or “I’ll lose my job if I don’t make this sale.”
5. Making side agreements
When you’re so close to making a deal, it might be enticing to offer an add-on perk to what is included in the terms and conditions of the deal. This behavior sets up dangerous expectations and can turn the customer into one that is always looking to score a little bit more for free.
6. Appearing nervous
One trait of good salespeople is that they are confident. Confidence rubs off on prospects and makes them feel more comfortable with approached with a buying decision. Practice, practice, and practice some more so you are familiar with your strategy and can speak without a shaky voice.
7. Bending over backwards
You are trying to make a sale, but you should never feel like you are being taken advantage of. If a prospect demands something far outside of the bounds of normal service, try to understand if their request is truly vital. Letting a prospect walk all over you will show you are just a desperate for the business.