Selling: Three Things You Never Want To Do – If You Want To Close The Deal
THREE THINGS YOU NEVER WANT TO DO – IF YOU WANT TO CLOSE THE DEAL
John ("Grizz") Deal, co¬founder of Denver-based Hyperion Power, is a salesman's salesman. During his career, he has gone on thousands of calls, hawking products as diverse as software and satellite imaging and nuclear power generators.
1. DO NOT DUMP YOUR MARBLES ON THE TABLE
When you go into a meeting, you have got two guys staring at you with an empty pad of paper. It’s intimidating. The natural inclination is to get it all out, because you are afraid they’re going to walk out of the room. Don’t go into a meeting immediately saying “Here’s what I’m selling.” Don’t just re-create what is on a brochure. Introduce yourself, and listen and figure out why they think they are there and why you are there. I’ve seen great salespeople turn into infomercial guys. They get a patter down, a standup routine, and create a one-sided conversation. By just getting people talking, I’ve seen sales calls turn into partner meetings and turn into investor meetings.
2. DO NOT WORK SO HARD CLOSING THAT YOU CLOSE THE DOOR
There are lots of reasons a deal might not close. Some people may be excited about your product, but they may not be able to afford it or the timing might not be right. Some salespeople just dump them and move on. I categorize those people as advocates, as opposed to potential customers. I send them Christmas cards and ask them if they want to receive our newsletter. You’re making them part of your team instead of being a customers.
3. DO NOT BE AFRAID TO RECOMMEND SOMEONE ELSE’S BUSINESS OR PRODUCT
As much as one-third of the time, I recommend someone else’s product because we don’t fit their needs. You could try to push them through the sales process, but eventually they are going to figure out you’re not a good fit. This way, you make friends in the industry. I say, “You tell them that I sent you.” Maybe your competition will do the same for you. If you put the best interest of your customer, you will make money.
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