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Are You Making This "Kiss of Death" Sales Mistake?

Written by: Kim Duke

Article Overview: Where are YOU making assumptions about your customers? The 2 turkeys that were trying to sell me were making judgments on my age, looks, who was with me, who was driving my car, as well as the words I used. Except that they were WRONG ABOUT EVERYTHING. And you know this rule - because I'm sure you heard this from your mother:

Are You Making This "Kiss of Death" Sales Mistake?

One thing I cannot stand is CHEESY SALESPEOPLE.
Really - they give all of us a bad name!
I had the misfortune of running into not ONE but TWO cheesy salespeople this past week-end. I'm still on the car hunt, taking my time and looking for absolutely the next purrrrrrfect vehicle for me.
Two sales people (who were obviously tag-teaming the deal) were a younger guy and an
older woman. The woman proceeded to tell me within 7 minutes that she had:
• Only started working 7 days ago
• NO product knowledge "All cars look the same to me."
• Gained 30 pounds because she had quit smoking
• NO idea of the benefits and disadvantages of premium fuel.
And oh - you'll LOVE THIS, after she took a copy of my driver's license she told me loudly... "Wow - you look hot - I wouldn't have guessed your age." (OKKKKK - thanks for that!)
On to the next dud.
After laughing inside because this salesman focused his energy on my boyfriend - I told him "You're looking and speaking to the wrong person." He gulped and said:
"Oh - but I saw him drive up in the sports car."
Duh - first mistake - don't make assumptions - I didn't feel like driving!
I told him I was looking for a vehicle that was "unusual" and he said "Oh - why would you want that? Unusual means awkward to me."
And with a wave of my hand...off we went because I CANNOT spend my money on people or companies who don't deserve it. I don't care how nice the product is.
Good bye sales.....all those cheesy comments were the "kiss of death" for making a sale with me!

Which Leads Me To This Question:
Where are YOU making assumptions about your customers?
The 2 turkeys that were trying to sell me were making judgments on my age, looks, who was with me, who was driving my car, as well as the words I used. Except that they were WRONG ABOUT EVERYTHING.
And you know this rule - because I'm sure you heard this from your mother:
"You can't judge a book by its cover."
Are You Making Assumptions Based On:
• What you THINK you know about your potential customer?
• Your lack of questions to your prospect?
• The research you haven't done?
• Where your customer lives?
• How much money you THINK they have/don't have?
• And the list goes on and on?

Listen.
People buy from who they like, trust and respect.
Making assumptions doesn't provide you with opportunities to be liked, trusted OR respected.
It just makes you annoying.

My Diva Dare To You?
List 3 projects/clients where you may be taking your assumptions for granted and treating it like REALITY. (Even though they aren't fact)
Do some digging. And most certainly - I dare you not to be like the 2 cheese balls I encountered. I would bet you'll discover that you have been WRONG about something BIG and there is a wonderful opportunity RIGHT UNDER YOUR NOSE.
The good side of my story? The cheeseballs made great fodder for this article. (And I'll never buy from that dealership again.)
So there.
Love From Your Bossy Sales Diva,
Kim

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Article Tags: assumptions, cars, dud, first mistake, judgments, kiss of death, misfortune, money, older woman, premium fuel, product knowledge, salespeople, sports car, taking my time, turkeys, wrong person



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