In sales, we all have off days. They’re just a fact of life. But, is it starting to feel like you have more off days than on days? If you just can’t seem to win your leads over, it’s time for a little introspection. Here are a few reasons they just might not be that into you:
You forgot the game plan
You might think that your natural charisma and sharp wit are enough to win the day, but if you don’t have a pitch prepared, you’re not going to be impressing anyone. So, it’s important to plan your approach. This does not mean rote memorization of paragraphs you recite on command, but know the packages you offer, the different features of the service you offer, and be able to recall them when you need to. Remember to always include the call-to-action too. End the conversation with an actionable offer that they can take on the spot, whether it’s making an order or simply leaving their contact details with you.
Your ears are closed
Don’t spout off information without a filter, either. You need to make sure you’re not delivering a lot of unnecessary details to people who don’t care. You have to cater your approach to every individual lead. Listening is a vital talent, as shown by All Business. You can hear details about their life and their needs that can lead you to further cater your pitch to meet them. What’s more, if you’re not actively listening, the potential customer is going to notice it and that doesn’t reflect very well on you.
You’re no nimble navigator
Once you have their interest, things become harder, not easier, and a lot of novice salespeople tend to fall at the next hurdle. You might have some wiggle room to offer them a better deal, but how do you make sure you’re convincing them of the sale without giving too much away? Having negotiation skills, like those taught by The Gap Partnership, is crucial. For instance, don’t spend the second half of the pitch offering different choices. When people have too many choices, their brain freeze up on them to the point that they can’t decide. This is known as the paradox of choice. One essential negotiation tactic is eliminating the paradox of choice by funneling them towards the one that you have figured out is the most relevant.
You’re targeting the wrong people
You might not be directly responsible for this, but you have to work closely with whoever is generating the leads. Make sure that they’re qualifying them too, targeting only those with a high chance of being interested in the pitch. For instance, if you offer a B2B service, you will want to find most of your leads by referral from past clients and by networking at industry events. Buying leads and cold-calling are much less time effective methods. Even if you get more leads, the fraction of them that will actually be interested is much lower.
The truth is that sales is a highly competitive field. If you’re not looking for ways to improve your pitch, your ability to find and connect with the right people, and the very negotiation skills you depend on, then you can’t compete. Like every craft, you have to work at it.