Posts Tagged ‘sales techniques’

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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