Tweet

Losing Sales - A Ridiculous Sales Habit You Need To Ditch

Guest post by: Kim Duke

Article Overview: Have you ever been so EXCITED about something that you couldn't stop talking about it? I recently caught myself doing it!  I'm headed to France in a few months - spending a week in Paris and the remaining weeks in Provence. (I'm even taking cooking classes!) See....I just did it again! In my excitement - I'm talking about it. (Maybe a little obsessively!) And you guessed it lady, this is something YOU'RE probably doing too.

Losing Sales - A Ridiculous Sales Habit You Need To Ditch

Have you ever been so EXCITED about something that you couldn't stop talking about it?
I recently caught myself doing it!  I'm headed to France in a few months - spending a week in Paris and the remaining weeks in Provence. (I'm even taking cooking classes!)
See....I just did it again! In my excitement - I'm talking about it. (Maybe a little obsessively!)
And you guessed it lady, this is something YOU'RE probably doing too.
 
The Ridiculous Sales Habit You Need To Ditch?
So you've...
Got a sale. Made "The Close" The client said YES.

And then because you're so excited, happy, thrilled (surprised!) with your success that you keep yapping away about it.
The problem?

In the sales industry we have a phrase:
"They talked themselves OUT of the sale."
 
Too Much Talking Can Change A YES Into A NO!

Oh yeah.  I've seen it happen and I definitely did it myself when I first got into sales.  I've also watched others make the same brutal mistake.
When I worked in national television, the commercial writers would come with me on sales calls.  I'd already made the sale and they were there to create an idea for the commercial.
One young writer came with me and almost immediately started talking too much.  He was even making suggestions that he wasn't qualified for.  So I had to step in and redirect the conversation as HE ALMOST LOST MY SALE.
How? He was confusing the client with a barrage of useless information.  The client was losing their "warm fuzzy feeling."
Once the writer and I were back in my car, I turned to him and said "John, I'm about to share a sales lesson you'll never forget.
He looked at me and said "What?"

I told him...
"In selling, once the sale is made...
you move on to a different topic or you SHUT UP and get out."
He looked at me said "Really? Why?"
And I told him how your excitement can turn into "blabbing" and it changes the customers GOOD FEELINGS about BUYING.
 
So LISTEN to your Sales Divas and get out there and make a sale.
And pleassssssssssssse - then change the topic or SHUT UP and get out.

So there.


Love from your bossy Sales Diva,
Kim

Related Articles
  Priorities
  Is that Top Producer Accidentally Successful?
  Help Is Available
  Guidelines To Success
  My Own Personal Gravity

Article Tags: barrage, commercial writers, cooking classes, ditch, divas, excitement, good feelings, habit, mistake, national television, phrase, provence, useless information, warm fuzzy feeling, week in paris



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...
Hello From Marietta GA! - Hello All! My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
taxes in canada - Well in Canada we only have a few provinces and the Sales tax is slightly different. Here in Ontario the Goods & Services tax has reduced to 5% from 7% in the last year due to the promises made by the government in place.
Re: Watch What you Read - I agree. i believe more video's should be like Jeffery Gitomers video's under his Sales rant. They are typically not more than 3 minutes. His model seems to be; 1. Main Message (or Point) 2. Example 3. Next steps to put it into Action take away the extra "blabber" and you've got viewers that will come back.


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

Emotional Energy is Our Engine

Time management for DIY PR

Induction – your first management job

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.