Posts Tagged ‘mini-closes’

The “Everyone Wants” Sales Mistake

Have you ever heard or made a similar statement “everyone wants” fill in the blank?  This statement is repeated in many sales presentations or just general sales conversations.  However using this statement may create you a sales mistake.

When blanket statement such as “everyone wants” or “everyone knows” are used, there often is a negative, emotional subconscious if not conscious reaction such as:

  • No, I don’t want
  • No, I am not like everyone else
  • No, I don’t know

With every sales lead or prospect, there is an opportunity in making a sales mistake because each of those new sales leads are unique individuals with unique experiences. In sales, one size does not fit all.

Recently I had a conversation with someone who took offense during a meeting when another person said “everyone wants quality.” This individual emotionally felt insulted because he did not want what the other person stated.

During our brief conversation, I restated what I had heard and asked him “If for the same dollars, your desire for safety excellence could be maintained while improving overall quality would you be agreeable?”  His response was “Yes.”

Read this sales coaching post about the importance of feelings in sales and marketing.

This sales mistake often happens during times of contention.  The person selling an idea, a solution attempts to secure agreement with “everyone wants.”  Unfortunately with people’s emotional receptors already subconsciously turned to the negative dial, this attempt at agreement fails miserably.

Possibly the reason for this sales mistake is much of the sales training truly looks to “asking proven questions” or “demonstrating proven sales techniques.”  Securing agreement is one of those proven sales techniques. In years gone by, this was called “mini-closes.” The caveat to the success of this sales technique resides in how the technique is employed.

Words do matter and many a sale mistake has been the direct result of selecting the wrong words.  This is why speaking less is far better than speaking more.

P.S. If you wish to discuss how sales coaching can increase your sales results in the next 2 months, schedule a FREE strategy coaching session by clicking here.

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Riding the Magical Mystery Tour of Sales Conversations

Sometimes in our sales conversations we become unfortunately robotic or conditioned to what we expect to hear or want to hear.  This  conditioned behavior is natural and can be unfortunately disastrous to our end game.

sales-conversationsEach communication interchange between you and a suspect, prospect, qualified prospect or your ideal customer needs to be fresh and very much like the words of Paul McCartney and John Lennon where it is a magical mystery tour “waiting to take you away.”

Of course in your mind, there should be some desired end result of any sales communication. This end result is dependent upon where you are in your sales process.

Yet, there is something almost magical and mysterious when we do not know each step of those sales conversations.  Having a sales dialogue can indeed become a mystery because the focus is on building the relationship first while discovering those “wants and needs” second.

What is also a magical mystery tour in our sales conversations is the last words in this famous song:

The magical mystery tour is dying to take you away
Dying to take you away, take you today

Over the years I cannot count the number of times in my sales conversations, the other person made some remark about finally someone heard what he or she was saying.  These individuals were dying to be heard, but because previous salespeople had preconceived ideas about the individual, the company, the industry, etc., their words were never heard.

Possibly this is why my sales communication style is to restate what I have heard to ensure I captured the essence of what the other person was saying. The benefit of this communication behavior is the other person knows I am actively listening and truly concerned about what he or she is saying.  If the sales conversation is in the selling phase of the sales process, some might call this sales behavior as “mini-closes.”

When we approach sales conversations with an attitude of more mystery and less “I know what this is going to be,” we open up new sales opportunities.  And better yet, we in many instances unexpectedly learn from these exchanges.

* * * * *

Leanne Hoagland-Smith is THE People and Process Problem Solver. She supports forward thinking leaders in bridging the gaps between the two problems restricting strategic business growth – people and processes. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn.

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