Watching the antics of all the parties in the Federal Election, especially the two major parties, and how they go about trying to convince the electorate to vote for them, has reminded me about what NOT to do in sales:
- Make promises you cannot keep
- Bag the competition
So can you do what you claim you do?
The other thing that can drive customers away from you is making derogatory comments about your competition. If your prospective customer has been using your competitor before you came along and was really happy with them and you start bagging the competition what you are essentially doing is bagging the customer's decision to use them in the first place. Not a good strategy to set up a basis for an ongoing relationship. Find out whom they have used first before you open your mouth and watch what you say. No one likes to feel pathetic because they made a poor decision or haven't kept up with the latest trend, or have their decision laughed at by an arrogant "I know better than you" smarty-pants sales person. Be very careful in how you position yourself and your offerings.
- Know your competitive advantage and how legitimately it compares to your competitors
- Know how to present it in a manner that is respectful and non judgemental
- Know how you can help people genuinely, with real substance and how you can demonstrate that to your customers.
So maybe one day we will be pleasantly surprised that they will speak to us like adults, behave like adults and make decision like adults with the interest of all of us at heart. Good sales people do this everyday.
All this reminds me of a saying: A Politician thinks of only the next election. A Statesman thinks of the next generation.
Some food for thought.
Remember everybody lives by selling something.