STOP your sales team from using STUPID CLICHES!
If you’re in sales, start thinking about what it’s like to be sitting on the other side of your pitch. It can be excruciating for a buyer to listen to you, especially when one gets similar emails, phone calls and in-person or on-line sales presentations from companies saying the same things. These days it’s so easy to follow the crowd regarding how companies sell because the same pitches can be heard everywhere. Anything that smacks of new that works gets picked up and used immediately. Usually large technology companies or a new well funded start-up begins the process with new vocabulary or they take a fresh unexpected approach to the way that they sell the prospect. Business intelligence folks, marketing, and sales people from other companies notice and begin to use the same jargon. The new verbiage gets broadcast across many types of businesses as the best way to sell a deal and the process begins.
The prospect and the seller are on the same jargon page until the prospect begins to hear it all the time – at that point, you’re just another salesperson because you sound just like everyone else.
Here are some sales cliche examples that have been around for awhile and are getting very stale:
1.)Our value proposition
2.)Our Mission Statement
3.)We provide total solutions
4.)We have over xxx years combined experience
5.)We provide 24/7 service
6.)Our value add
7.)We are the leader in XXX
8.)6 Sigma certified
10.)We’re number one in the space
If you want to win, you need to come up with unique ways to communicate your message and engage the prospect/client. Approach your constituency with simple and unexpected communications that are designed to take stale material and make it exciting.
Hello! I know its’ been awhile since I’ve provided you with updates to my blog – so I thought I’d start back up with a new Quick Tip to get back into gear.
When you find a prospect that wants you to act as a partner, make sure you manage the account and understand what the prospect wants from you and your company. Some salespeople don’t grasp the meaning of “partner” – they give it lip service. You will create an effective business relationship that can last a longtime if you include your prospect in dialog that helps contribute to product use, new or better features and functions. You need to listen. Take his/her advice and discuss the ideas with your management and have them acknowledge the prospect/clients value. Work to co-create a meaningful and successful relationship.
The competition is strong, you love your job and you love your companies product/services – so what do you do to get the team motivated?
Before you call the team to a huddle and convey your PMA (positive mental attitude) to them, make sure you’ve done your homework first. Check with your existing customers about customer service, account management, products, what they may be looking for down the road, why they bought from you in the first place and why they will remain good customers. You might call it a “How we doing” kind of meeting. Contact prospects and find out why they are interested in your products/services or why they might be interested in someone else. Find out who your competitors sales people and sales managers are and see if they are interested in coming to work for you. Find out what they do well and understand what you’re team does well and why they do it better. If you know these things, you’ll be able to confidently inspire your team and have your team really trust you.
1.) Know who you’re meeting with in advance (know something about their perceptions, interest, goals, competitors, mission)
2.) Listen, Listen and Listen Again –
3.) Be prepared, don’t waste their time, get to the point and DON’T ASK DUMB QUESTIONS
4.) Be prepared to be rushed, interrupted or rescheduled –know how to handle all of these situations in advance.
5.) In a meeting make sure you adjust your communication to their tone
6.) Speak with authority on the topic and know how your solution benefits his/her needs
7.) Permit them to help you solve their problems
8.) Don’t challenge their authority
9.) Understand his/her criteria for starting a business relationship
10.) Deliver what you promise