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7 Ways to Kill Your Sales Deal

You need to sell your product or service and you’ve got a lot of competition. The Public Speaker outlines the 7 mistakes people make that kill the deal - plus, how to avoid them. 

By
Lisa B. Marshall,
December 6, 2013
Episode #229

Page 2 of 2

Be sure you understand the strengths and weaknesses of your competition.  Dissuade your prospective client from any interest they might have in your competition by tailoring your strengths to their weaknesses, but be certain to never knock your competition.

Deal Killer #4: Act Like the Smartest Person in the Room

You probably know a lot about your prospective client’s product or industry. You might even know more about it than they do. You could impress them with statistics and stories that show you are the smartest person in the room. But trying to one-up your client will alienate rather than impress them. Share enough to demonstrate your expertise, but not in a way that would ever come across as ego-based. Again, it’s all about your client. This client. It’s never about you.

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Deal Killer #5: Respect Only One Side of the Room

Without a doubt, the CEO that shows up for your presentation is important. But don’t forget that equally important – and sometimes more important to your sale - is the CEO’s team. Remember Brian’s candy strategy? These gatekeepers are invaluable people to have on your side. CEOs are busy and often leave the decision-making to trusted employees.  And these very important people have a shrewd sense of when you’re talking down to them.

Deal Killer #6: Be the Spin Doctor

With both your questions and answers, be straightforward and specific. If they ask questions you don’t know the answer to, don’t be cryptic. If your product can’t deliver something, say so. An honest answer will gain their trust.

And when it’s over, don’t forget to follow up. A sincere, “Did I answer your question?” makes your client feel heard, valued, and like they have an ally in solving the very problems you showed up to fix.

Deal Killer #7: Leave Out the Most Important Question

At the end of your conversation, you’ll need to ask for a commitment,  Have them consider a recommendation, agree to meet again, or finalize the sale. Each time you meet with your customer you should be building your relationship and moving you one step further in the sales process.

By knowing how to keep from killing the deal, you’re 7 tips closer to knowing how to seal one. And when it’s time to recommend and hire a home inspector, Brian’s job is already mostly done. He knows his client well. He’s trustworthy, he’s straightforward, respectfulh and professional. Customers know him and he really knows them. Plus, he takes candy requests during the holidays. 

This is Lisa B. Marshall, Helping you maximize sales, manage perceptions, and enhance leadership through keynotes, workshops, books, and online courses. Passionate about communication; your success is my business. Join my newsletter get a free bonus!

Do you struggle with difficult conversations?  Do you procrastinate when it comes to delivering feedback? Do you know how to effectively persuade and influence others?  Learn this and more in Smart Talk. Get your personally signed copy today!

Images courtesy of Shutterstock.

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