Sales Training Tip - 10 reasons why hard sales tactics never work
As a sales person, you should always be looking for ways to help the customer meet their needs. Unfortunately, some sales people believe that the best way to do this is by using a hard-sell technique. A hard-sell includes high pressure tactics such as false statements about products and services, exaggerated claims about prices, and manipulative techniques like playing favorites with customers.
These types of sales people may have worked this way in the past, but they will find that it no longer works. Today, customers are smarter and more sophisticated. Has your approach to selling changed with the times?
Here are 10 reasons why a hard-sell will never work - and what you should do instead:
1. Customers know they can comparison shop online or at competitors' stores – so why would they trust what you're telling them?
What You Should Do Instead: Tell your customer that you know that's it's easier to compare prices on product websites. Tell them that there are always two sides to every story, especially when it comes to price comparisons and discounts. Tell them that what they are getting from your company is a personalized approach to their situation and needs. If a hard-sell sales person were doing this, he or she would quote the price of the last customer who purchased the same product as them. Or they would tell the customer that there was a limited time or supply left on an exclusive offer.
2. Your customers value their friends and family's opinions – so why would they trust you?
What You Should Do Instead: Create relationships by helping customers make good decisions. Make yourself indispensable so they will want to continue working with you.
What You Should Say Instead: I understand that you have a lot of people weighing in on this decision. That's why it's important to get informed facts from someone you trust. Why don't we schedule a time to speak at length about your situation, so you can get the information you need.
What You Should Do Instead: Let your customers see how hard work and determination can pay off. Don't brag or exaggerate, but tell them how you got started and show them your appreciation for the hard work they do each day.
3. Customers know they have lots of choices – so why would they trust you?
What You Should Do Instead: Even if your customer knows the market well, tell them that you can help them find a better price.
What You Should Say Instead: I understand that this is a competitive market and there are many options available to you. Allow me to help you determine which product and company offer the most value for your money.
4. Relationships are more important than sales – so why would your customer trust you?
What You Should Do Instead: Take the time to build a relationship with the customer, not just a sale.
What You Should Say Instead: I know you have a lot of options when it comes to finding the right insurance provider. The reason I wanted to speak with you today is because I care about making sure your family is protected properly and at the best price possible. 5. Customers trust people they know and like - not pushy sales types they don't
What You Should Do Instead: Be genuine, be honest and be friendly.
What You Should Say Instead: I know you have a lot of options when it comes to finding the right insurance provider. The reason I wanted to speak with you today is because I care about making sure your family is protected properly and at the best price possible.
6. Customers value their time – so why would they waste theirs listening to you?
What You Should Do Instead: Let them know how their time with you will be valuable to them.
What You Should Say Instead: I can see that your time is valuable, which is why I want to ensure everything we discuss today will be valuable to you as well.
7. Customers know how to reach out to their friends – so why would they listen to you, anyway?
What You Should Do Instead: Build a relationship, not just a sale.
What You Should Say Instead: I've noticed that your box has been full of coupons this month – is there anything I can do for you?
8. Customers are more focused on results and results only – not sales tactics that won't work and political games
What You Should Do Instead: Tell customers the facts about how what you sell will help them solve their problems.
What You Should Say Instead: Your family is busy and there are so many things they have to worry about each day. As their insurance provider, I know how important it is to make sure your family is protected properly.
9. Customers are more sophisticated – so why would they listen to you?
What You Should Do Instead: Tell them how your company has helped other people in a similar situation get the answers they needed.
What You Should Say Instead: Without a good insurance provider, it's easy for family members to experience financial stress. That's why I am here to help you make sure you have the type of protection that will help you thrive.
10. Customers want you to market to their needs - not your wants
What You Should Do Instead: Listen and learn about a customer's real needs. What are their challenges? What is their ultimate goal? What do they have a problem with?
What You Should Say Instead: I know you have a lot of options when it comes to finding the right insurance provider. The reason I wanted to speak with you today is because I care about making sure your family is protected properly and at the best price possible.
What You Should Do Instead: Be sincere and take the time to explain how your company can help them achieve their goals.
What You Should Say Instead: I am really glad you're in touch with your needs and that you have a game plan to succeed. I'm here to help.
12. Customers don't like being told what they want – they just want the facts
What You Should Do Instead: Show them how your product will benefit them, without telling them what they should do.
What You Should Say Instead: With a family of your own, I know you want to make sure their future is secure as well. That's why I wanted to make sure everything was taken care of for you today.
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Conclusion
And yet, more often than not, this is exactly what seo companies do when they talk to a new client.
Most SEOs will try to waste just a few minutes of their time of your time with a bunch of seo sales techniques that will have no impact on the bottom line of your business. But have you ever heard a real estate agent promote their services without telling you exactly how it will help you achieve your goals? No, and that's because real estate agents know there are other tactics they can use to be more effective. The same goes for skilled seo professionals. They know it doesn't help to tell someone what they want – most people only want the facts.