The 4 Persuasion Methods in Sales to Avoid
In sales, persuasion comes second after listening to your probable customer.
There are many means, ways and approaches to persuasion but there are three common mistakes:
The Hard Sell
A direct and forceful sales pitch by applying psychological pressure for a quick purchase decision no longer work in B2B. Persuasion by fear, vanity or greed won’t work or speed up the sales process in B2B.
Instead use a subtle or casual sales message (soft sell) that is supported by facts or references relating to the issue, problem, situation of the prospect.
The Yes-But Sell
Persuasion and “Yes … But” don’t go together as it negates everything the potential customer has said before. You not only destroy what your prospect has said or stated previously but you destroy all of your persuasion as you wipe out the statement of the prospect.
Instead try not to react directly upon the statement, but ask open ended questions about the statement indicating you might be able to help
The Sprint Sell
In B2B selling is not sprint a relatively slow sales process with many people involved. Trying to speed up and reach the close to fast will probably put you out of the game.
Take your time as in B2B people need to discuss and meet before the purchase decision. Move on to the next lead and come back when the prospect is ready for the next step.
The Waterfall Sell
Often salespeople think they have to talk and communicate ever more messages to the lead or customer. The meeting or call becomes an endless stream of words and sentences of the salesman.
Talking too much is one of the worst selling methods as the customer isn’t able to process all the information and he will miss most of it, retaining only a few that might not be the most important. Moreover all the talking just seems a reason to hide facts or not being prepared for the case of this prospect.
Don’t speak, please stop explaining and I don’t need your reasons. Just try to listen as when they speak they feel important and you will learn more than they had the intention to reveal.
