Answering questions: #3 on the list of sales killers.

You don't have to answer every question a prospect asks

  Answering questions is not a law. Where in The Universal Declaration of Human Rights (UDHR) , the US Constitution, any Bill of Rights, the Australian Constitution, the Bible, the Qu’ran, the Book of Mormon, the Analects of Confucius, the Upanishads or even a Marvel comic is it stipulated that it is a fundamental human right to have your questions […]

Talking too much. #4 on the list of sales killers.

Talking: B – B – B – Blathering on about facts, data, comparisons and features kills sales slowly and painfully.

Selling is not about talking too much

Wh-a-a-a-t? Talking too much? A sales killer? But that’s how a salesperson earns a living. This is a joke, right? Nope! If sales killer #5 is being disinterested, then being over-interested is an even bigger killer, especially if it means you talk, talk, talk, talk, talk! Talking too much is a serious disorder. In the online […]

Being disinterested: #5 on the list of sales killers

Disinterest is the funny/saddest thing about selling

Colin Pearce says disinterest is selfishness on legs

Talk about being disinterested!  I popped into a B-I-I-I-I-I-I-G name hardware store to price up a cordless drill. I approached the power tool desk and interrupted the salesperson placing price labels on placards at the rate of one per yawn. His store overalls were perfectly pressed, he wore his hair with a flair, he had spunky spectacles and […]

Misjudging your buyer: #6 on the list of sales killers

Misjudging your buyer makes you miss the sale.

Qualify your prospect before you start demonstrating

Misjudging your buyer is so easy, anyone can do it. A young fellow I know was giving a Holden HSV the once-over in a posh dealership in a posh suburb. He was dressed in sagging jeans, a check shirt and a hoodie with scruffy hair. He didn’t look suitably posh to the salesperson who stepped up and […]