While CRM software is increasingly becoming a tool used by a wider variety of people in a business, it’s still most closely associated with being a tool for sales professionals. It provides good salespeople with the information and functionality they need to become great salespeople.
If there are problems with your sales methods, no software can make you an overnight success. Problems in your sales processes aren’t going to be fixed by having the latest and best sales tools. They have to be fixed at the source and, on occasion, the source is staring back at you in the mirror.
Good salespeople share certain traits and habits–so do bad salespeople. Turning a bad salesperson into a good one requires identifying the bad qualities, and replacing them with good ones. Listed below are ten of the worst traits that struggling salespeople often exhibit.
Losing The Sale
1) Don’t Prepare. Just Wing It.
Research is for academics and rehearsals are for movie stars. You can save a lot of time by just making up your sales pitch on the fly. Besides, prospects don’t want to be bothered with a lot of details that are directly relevant to their wants and needs.
2) Don’t Prospect
Prospecting for new clients takes a lot of work. It’s a lot easier to just sit around waiting for potential customers to find you. You can spend all of that extra time working on a resume for your next career.
3) Focus Solely On New Business, Not Existing Customers
Once you’ve gotten some money out of a customer, it’s probably best to just forget about them. Everyone knows it’s so much easier to acquire new business than to sell to an existing customer.
4) Talk Constantly And Don’t Listen
Your greatest source of information about a prospect is… the prospect. If you keep talking long enough, you can be sure that they’ll keep all of that information to themselves. You don’t want to know all of their boring wants and needs anyways, right?
5) Don’t Ask Questions
To be used in tandem with rule number four. Keep your questions to yourself, or you may learn useful information about the prospect. That could lead directly to making a sale which, as stated before, is a lot of work.
6) Focus On Selling Your Most Expensive Product Or Service
Why focus on one hundred small sales when you can focus on one big one? Most salespeople survive on a high volume of smaller sales, but that’s not for you. You can probably survive just fine on one or two big sales a year.
7) If Someone Says No, Offer Incentives Until They Say Yes
Why walk away from a bad deal? You can always make the deal worse by offering discounts or free upgrades, right? Lowering the price is also a great way to demonstrate the value of a product or service.
8) Mention Every. Single. Last. Detail.
Instead of learning about the features that are important to the prospect, it’s better to take the shotgun approach and just hit them with everything. Eventually, something has to stick, right? If you hit them with enough information fast enough, they may buy your product or service out of confusion.
9) Be As Vague As Possible About What Happens Next
Prospects love uncertainty. If at all possible, give them no information about delivery, installation, support, or other relevant services. Besides, if they don’t know about those things, they may not ask you to provide them. That means less work for you! And what are the odds that they’ll take their business to a salesperson who’s upfront about all of those things?
10) Stalk Your Prospects On Social Media To Let Them Know You Care
Everybody likes to feel loved. Stalking your prospects on their social media pages is a great way to let them know you’re thinking about them. Flooding their pages with advertisements and making irrelevant and creepy posts on their family photos will also help keep you fresh in their minds.
Recipe for Failure
So there you have, it — follow these 10 tips and you will render your CRM system, and most likely your sales career, completely useless… Unfortunately, a lot of salespeople accidentally follow this list every day. Seeing the slipping numbers, well-intentioned managers look to CRM for the solution. Until these behaviors are addressed, the CRM system will likely suffer as much as the prospects.