Docstoc

11 things that annoy Makers

Document Sample
11 things that annoy Makers Powered By Docstoc
					                      11 things that annoy Makers
Sale in the highly competitive world of today requires more effort and energy than ever.
However, there are certain things that can turn against you, especially when sold in a
B2B environment.

Vendors do a variety of things that disturb makers and keep prospects and advance the
sales process.

Here are some things that disturb the decision makers.

1. Vendors can not express their value proposition. Very few sales staff adequately and
clearly the value of your product (s) or service offering. Forget what your marketing
department tells you to say. Instead, speak in terms that are important to your prospects
and help them see in 15-30 seconds, how your product, service or solution will benefit.

2. Sales of the appellant to "touch base" or "check-in" decision-makers are too busy
talking to people who do not offer an authentic and worth thinking about. "Checking in"
is no longer a viable strategy sales. You must ensure you provide a value in every
interaction you have with a prospect or existing customer.

3. The sales people who exceed the time for sales calls and presentations. Most makers
spend most of their time in meetings and have little tolerance for sales calls that go into
overtime. Respect the time of their perspective and try to finish all meetings early or
ahead of schedule.

4. Sellers who try to deceive the executive assistants to connect with the decision-
making. It boggles my mind that people really believe that this strategy will help to close
a deal! However, it happens every day. A better approach is to make friends with the EA
and get their help.

5. Sellers who do basic questions can be answered by a subordinate, or take a quick look
through the website of the potential customer. I made this mistake several years ago when
talking to the president of a midsize company. Instead of asking questions of great value
were strategic in nature, focusing on details that could easily be answered by a regional
manager who, of course, is where it ended up being relegated.

6. Sellers can offer a wide range of presentation or proposal. I still, I can not believe the
number of repetitions of a news site in the canning, rather than to adjust and adapt your
presentation to the situation of each potential customer. Of course, this is usually the
result of research with little or no before the meeting.

7. Vendors who leave a voice message long and rambling, with little or no value. "Hello,
Mr. Prospect, is Derek uninsured claim. We specialize in helping companies like yours to
reduce their insurance premiums. We have done this since 1978 and our client list
includes companies such as ... "You get the idea. A virtual machine with little or no value
will be removed in seconds.

8. Vendors who claim that their solution is "easy" to implement. Nothing in business is
easy to pretend otherwise only ever reduces its credibility. It is much more effective to
tell people at the front what is required and will follow exactly how to help them integrate
their solution into your business.

9. Vendors using outdated tactics of the fence. "Do you prefer red or black?" "If I could
show you how my product will save you time that you buy?" I shudder every time I hear
someone use a tactic that has been developed in the late 1990s and. Times have changed.
Prospects and policy makers are smarter, wiser, and the use of tactical tired, manipulative
closing just a few steps.

10. The sellers are wasting their time trying to "build a good relationship." "Hey, I see the
fish, I fish. Where do you like fishing? "Gaaaaag! Do you really busy decision-maker
wants to talk about their fishing trips?

Although possible, it is likely that he (or she) wants you to get to the point of the meeting
and the reason for your call. True relationship is when you show that you respect their
time, to understand their business problems and can offer a solution to these problems.

11. Sales personnel who falsify their offer. If you take all that some people have said at
face value, their product can cure all the miseries of life and all the problems a company
faces. But we know that this is not reality. Unfortunately, people feel compelled to
always sell to exaggerate the capabilities of your solution in an effort to get the offer.

Fortunately, you are not guilty of disturbing with these potential customers. Once the
instigator penalty factor, it becomes more difficult to move the process forward sales.

				
DOCUMENT INFO
Categories:
Tags:
Stats:
views:2
posted:12/29/2011
language:
pages:2