So many outdated sales tactics actually turn customers ‘off’ and block the buying process or exchange. Most likely, you feel uncomfortable using them yourself and instinctively know that customers tend to react negatively when you use them.
This is because customers today, are very consumer savvy, many have had the tactics used on them before, are aware of the spin, want more authenticity (especially millennials) and more importantly, they have ample choice and ultimately, they have control.

Movies like the ‘Tin Men’, ‘Boiler Room’, ‘Wolf of Wall Street’ and ‘Glengarry’ have shown us the tactics and told the story over and over. All these sales tactics worked in the 1950’s to 2000’s but not now. So, it’s time to drop ineffective sales tactics – here’s my top 3 Worst Sales tactics.

No 1: The Elevator Pitch

Elevator Pitches – the notion that you have only 30 secs to convince someone to buy from you is not true. Don’t get me wrong, your sales contrast statement, expertly crafted, helps clients identify with ‘why they should buy’ from you is very different from a pitch.
You need to create a memorable statement not a pitch- that will resonate with the customer and have them thinking of you when they want to buy.

No 2- Overcoming Objections

Overcoming Objections – objections are there for a reason. Sleazy underhanded tactics that are designed to manipulate a client versus satisfy the client – are so wrong and can be detrimental to you and your business’s reputation. Rather than overcoming an objection, instead aim to uncover what the underlying unsatisfied need is and attempt to resolve it for the customer.

This will provide not only better service but ensure your own learnings along the way.

No 3- Closing the Sale

Closing the Sale – you may have heard statements like follow the ABC’s of Selling. Always be closing. From trial closes, assumptive closes, time of essence closes – there are literally 50 or more of them. Every old-school sales book will teach you how to ‘close the sale’.
Clients are not ready to buy for a reason. Forcing the client to buy something when they are clearly not ready is manipulating the sale. Closing techniques do work, but unfortunately, they are often underhanded. Getting a sale this way is a sure-fire way of losing the customer’s trust, ruining the foundation of longer-term successful relationships.

So, toss out these 3 sales tactics and replace them with ones that actually work. For more information on integrity-based selling and our Pro-Gratis program, contact us.

Sales Karma

Assess your Sales Style and Karma

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Sales Karma

Assess your Sales Style and Karma

Download PDF