Sales Blog with Sales Tips

Most of us grew up reading Dr. Seuss. Although he died in 1991, his writings have had a recent renaissance with children and adults.

If Dr. Seuss addressed the subject of buyers, I think his characteristic style of rhyming meter would read something like the following.

Dr. Seuss whom we loved, is no longer here
I’m sure he would say that buyers are dear

We all know we need lots of big time buyers
And they need sellers for tires, wires
…and even dryers and fryers

But buyers cause distress with an objection
Their pugnacious demeanor, causing dejection

Be careful not to act like salesperson Beshen
Who forgot he could assertively respond to a buyer’s question
The answers he could say
…were completely his election!

When Beshen realized he could handle an objection
He suddenly saw buyers with
…surprisingly more affection

While buyers can be liars, just like sales pros do
Beshen learned they really are just human
…with all the problems that make him blue too

Refreshingly so, Beshen soon found
When it came to buyers, he could stand his ground

Before long, Beshen felt ten feet tall
When working with buyers who
…weren’t so bad after all

©2010 Scott R. Sheaffer

Have you ever thought about the following concept – disqualifying prospects? I believe we spend too much time trying to qualify prospects.

The Problem With Qualifying Prospects
We hate prospecting. As a result, we try to “force fit” leads into qualified prospects. But reality tells us that most of the leads we contact are not even close to qualified prospects.

We find ourselves in prospecting situations where:

• We aren’t connected to a decision maker.
• We don’t have a good product fit.
• The timeframe is all wrong.
• The budget isn’t there.
• The competitor is almost at the finish line, and we’re just starting.
• Contract and legal issues will be formidable, if not impossible, to contend with.

It makes prospecting so much easier – but not in the long term – if we pretend the pieces always fit.

The Beauty Of Disqualifying Prospects
Quit wasting your time trying to sell to prospects that aren’t the least bit serious about becoming your customer. Give them the boot.

I’ve always felt that: 1) customers are best, 2) qualified prospects are good, and 3) totally disqualified prospects are definitely not a bad thing. Why are disqualified prospects not a bad thing? Getting rid of tire kickers frees you to focus on genuine prospects.

Sales Tips On How To Disqualify
I have only two sales tips regarding how to mercilessly disqualify prospects. It’s time to identify them and throw them in the rubbish bin.

1. After getting a big cup of coffee (caffeinated, of course), create a list of questions that will let you quickly identify whether a prospect hits your sweet spot. In about five questions, you can tell whether you have a live one on your hands. You can make this list by yourself, but doing it with your sales peers will sharpen your efforts.

2. Throw away those lead lists. Is there anything more worthless than a purchased lead list?  Seriously. They should be called “make me look busy” lists. You’re a big boy or girl; it’s time to start using 21st century tools (that I’ve written about in this sales blog) to find prospects.

Sales Blog Epilogue
There are additional benefits in creating a list of pinpoint qualifying questions. You can use them to improve your elevator speech and to more accurately define your perfect customer when asking for a referral.

©2010 Scott R. Sheaffer

I hate the term “salesperson.” Sounds empty to me. If we think of ourselves as a person whose primary job function is selling, then we are nothing more than a “salesperson.”

Why Being A “Salesperson” Makes Us Less Effective
The human mind is full of uncharted waters (you need to visit some of my family members if you don’t believe this). However, there are a few things about how we think – and more importantly, how our customers think – that are predictable. The following are “salesperson” behaviors that cause us to stumble.

• People resist being pushed because they are hardwired that way. Crowding and bulldozing customers causes them to instinctively resist.

• Being overly forceful and “salesy” causes us to exude a vibe of desperation. This is not a good thing. Social psychologists have shown over decades of testing that people prefer to buy from successful people, not ones who seem needy.

• When all we focus on is selling, selling, selling – we put ourselves under stress which makes us less capable sales professionals. Stress is circular. It creates feelings that are completely counterproductive. Stress causes fear, tunnel vision, disorganization. I’m amazed at the number of sales managers who think beating on sales professionals will create sustainable increases in sales.

A Metaphor
Everyone is familiar with Chinese finger traps. The harder you pull, the more they grip down on your fingers.

The harder we try, the more determined these traps seem to become.

Customers feel the same way about us. The more we “sell” them, the more they resist.

Sales Blog Antidote
The following three simple ideas will make your job as a sales professional more enjoyable, your customers more responsive and you more successful. These may seem ill fitting at first, but a great pair of jeans takes a few outings before things look and feel right.

1. Stop being “salesy.” Customers hate this. They see it coming 10 miles away. I know many salespersons who think “salesy” must work because people buy from them. No. People buy from them in spite of the “salesy” approach. Your authenticity is what customers want.

2. Instead of always asking questions, start providing answers to your customers. Giving them something they need (e.g. useful and timely information) is the best antidote to looking like a generic salesperson.

3. Provide your customers with service. I’m not talking about the services your company normally provides. I’m talking about helping your customers in ways that aren’t normally associated with salespersons. Give them referrals. Help them find suppliers for products you don’t sell. Find a new way your company can save them money (don’t worry; this will inspire them to find other things to buy from you that will eclipse any losses).

Sales Blog Wrap-Up
See yourself as more than a salesperson who is trying to maximize how much he or she can get from a customer. Turn down the sales volume and increase the “How can I help you?” volume.

©2010 Scott R. Sheaffer