Tweet

Don't Make this Sales Mistake: Never Call Someone's Baby Ugly

Written by: Jill Konrath

Article Overview: Salespeople often create their own sales obstacles - even when they're intending to be helpful. Use this sales strategies and selling techniques to keep yourself in the game.

Don't Make this Sales Mistake: Never Call Someone's Baby Ugly

What does an ugly baby have to do with selling? As a sales expert & mother, I can assure you they're more related than you might imagine.

Recently I got an email from an astute seller who wanted to know how to handle an opportunity he'd uncovered.

A local firm had sent him an e-newsletter with a huge graphic in it directing readers to their website. When he clicked through, he landed on a poorly designed, visually unattractive page. He then examined the rest of the site - and it only got worse.

He was thrilled! You see, his company develops websites and it was obvious that this firm desperately needed his help.

He was all set to call up the president and tell him just how bad that website was. His list of what was wrong with it was a mile long. Fortunately, he contacted me before he embarked on this potentially sales-derailing endeavor.

Why do I say that? Because he has no idea how the company's president felt about the website.

Perhaps he'd designed it himself. Perhaps he'd recently invested thousands of dollars with another web company to bring it "up" to this level. Perhaps he just loved it.

Should any of these have been true, the company president could have been grossly offended by the seller's approach. From his perspective, the seller called his baby ugly and that's unacceptable.

He'll either shut down entirely, ending any chance of doing business with him. Or, he's going to make a verbal comeback that will be hard to recover from. Imagine how you might feel and react if he'd said, "My wife's company created it for us."

So how do you handle things when you discover that a company is doing something that is clearly (at least in your opinion) substandard?

First of all, be very judicious. Don't make blatant comments about the poor quality of their products, services or processes.

Focus on ideas to help them achieve their business objectives. Share stories about how you're helping other customers solve issues and challenges. Be specific in terms of the outcomes you've helped them realize. Educate them on what's possible.

When you approach them from this frame of mind, these corporate parents won't feel compelled to defend their ugly baby. Instead, you pique their interest and they want to meet with you. That's what works - and mother truly does know best!

*****

Jill Konrath | B2B Sales Strategist
Speaker | Author of Selling to Big Companies
Visit the http://www.SellingtoBigCompanies.com
Sign up for the free e-newsletter and get a
BONUS Sales Call Planning Guide.

Related Articles
  Is It Time To Call Your Own Baby Ugly?
  How can you make more of your customers open your emails?
  Know your magic numbers
  What is the best way to develop my sales skills?
  Profitable Online Business Ideas and the Recession Part 2

Article Tags:



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: How to Promote a MLM Business? - In MLM a lot of it is hype. I know you like your product but you have to get people in like a circus does. Draw people in with attraction. Depending on your budget you should setup a tent in the parking lot of a mall/grocery store(with their permission or rent the space) and cook-out hotdogs and hamburgers, have a clown doing magic for the kids, make a nice presentation on projection screen. Show your prospects that you are larger than life. Sales is 90% attitude and 10% aptitude. With MLM it is usually simple to understand so make it so simple they cant resist. They should feel dumb if they dont sign-up on the spot. When you have a crowd it is like a feeding frenzy. They will sign-up just because other people are...especially if you have a relatively cheap MLM. You are not going to make any sales if your product in MLM is over $200. I know this part is self promotion but get a wireless credit card machine so you can take payment right on the spot. Dont give them any reason to leave without buying/signing up.
Re: Quote of the Day - "The only people witho - Thanks for sharing this Evan, there are some very powerful quotes in there, I particularly like this one:- You are now at a crossroads. This is your opportunity to make the most important decision you will ever make. Forget your past. Who are you now? Who have you decided you really are now? Don't think about who you have been. Who are you now? Who have you decided to become? Make this decision consciously. Make it carefully. Make it powerfully. regards, Mal.
Re: Hit or Miss: Dancejam - There certainly are a lot of these video exchange sites out there. There's another one I found out about just two weeks ago - probably because they paid big bucks to be on the TV show NCIS. Called...okay, I'm having a senior moment.... I Can Beat That .com or something similar. Rather than videos, people upload t heir best photos for Best Ugly Face, Best Air Guitar photo, and so on. I looked at it just to see if the NCIS guys were actually on it, and they are... but never bothered to go back as its not something that interests me...


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Is the iPad useful? One CEO tells all ....

What is Discretionary Cash Flow

Sales Courage and Resilience

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.