As businesses are eager to make up for any downtime over the Covid pandemic, salespeople might be overeager to meet their sales goals or make up for missed opportunities.
After a quiet spell, some salespeople might be tempted to take shortcuts. Although we all aim for the low hanging fruit, and rightly so. Go for the easy money, when appropriate.
We want to avoid a few of the other shortcuts that might be tempting us.
Being a pest
Whether you buy leads lists or you go back to a list of leads that you already have, you want to avoid spamming your lead base. If you are tempted to send out a generic email blast, you might be doing harm to your reputation. Someone might block your emails or mark you as spam.
Focus on building quality relationships with your leads and nurture them into being qualified prospects and later quality clients.
Not telling the whole truth
Lying, omitting information, over-promising or telling “half-truths” are hard no’s. As salespeople, we don’t deceive our prospects into becoming customers. It is never worth it, the repercussions for you and the business far out weight the benefits.
A high customer churn rate is going to have a negative impact on you, your commission rates and your reputation. They may demand refunds or post negative reviews. Both of which are damaging to the business.
Make sure that you sell to qualified prospects, that you create a genuine relationship with them and are honest about the limitations of your solution.
Never tell your prospect that it’s been a tough month or that you’re going through a dry spell. Being desperate on a call or in a sales presentation makes it difficult for the prospect to trust you. No one wants to deal with a salesperson who will say anything to close a deal. Offering large discounts devalues your solution. While discounts may be part of your sales strategy, offering massive discounts can create a disaster later. As soon as the discounts dry up, your customer will look for a company that they trust more.
If you are struggling to make this month’s sales goal, speak to your manager and get some advice. The more honest and the more you own it now, the easier that conversation will be. If you are tempted to use some of these sales sins, you will damage your reputation and maybe your career.
We understand the demand for quality leads and the need for your team to meet those demands. We are here to help and add value by finding tangible, highly qualified leads where we have secured a date and a time for an appointment. These individuals are in your target audience, at the right decision-making level and have an interest in your solution. Taking away this pressure from your Sales team allows them to focus their time on closing deals and generating revenue.