Some strategies are highly effective; others are not. Then there are some sales strategies that you should avoid. Here are 6 sales strategies to avoid.
There are countless ways to approach a sales call. Some strategies are highly effective; others are not. Then there are some sales strategies that you should avoid.
Types of Sales Strategies to Avoid
Here are some commonly used sales strategies that you should avoid:
People do not respond well to generic sales pitches anymore. Customers are wise to many sales tactics and strategies, and they want more from sales reps if they are going to give them their business. You need to cater your sales pitch to meet their specific needs and help them overcome a specific business issue. A generic pitch just doesn’t cut it anymore.
While this may generate interest and engage prospects, over-promising always ends the same way – with a customer who is not satisfied with the end result. People don’t want to be lied to. They want to work with people who are upfront and honest and have their best interests in mind.
Potential customers are not going to buy from you if they don’t know you or have some form of relationship with you. So stop trying to sell, and work on building a relationship first. Take the time to learn about what matters to the customer and develop specific sales solutions that will help them. If you can do this, you will build a good relationship and much of the sales process will take care of itself.
No one likes to be pressured. If you pressure your prospects too much, they will disengage and you will lose them. While applying some pressure at the right time can be effective, attempting to pressure people into a sale won’t work. Your customers know they have options, and they will explore them before coming to a final decision.
The days of selling based on product features and benefits are coming to an end. Selling is NOT about what you have to offer. It should be about your prospects’ needs. When you can identify and tap into a customer’s needs, you are better positioned to help them, and you will better understand which of your products/services can help them address these needs.
You need to have a strong sales process and strategy if you want to be successful. While you can go off script when it warrants it, you cannot rely upon an unstructured sales approach.
More Sales Strategy Tips
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Claire has 4+ years of experience in sales and recruitment. As a Director of Client Services, her main objective is to connect great people to great companies by building strong relationships with both top clients and candidates in the sales industry. She specializes in sales roles of all seniority levels for both enterprise and start-up clients North American wide. When Claire isn't networking with top talent, she enjoys being outdoors, traveling and spending time with friends & family.