Here are three sales tactics that are dead and passé, however, occasionally you encounter someone committed to a revival of the old days of selling when people were watching T.V. programs like Happy Days or The Fresh Prince of Bel-Air.
If you’re still into selling retro, please stop.
If I could address all of your concerns or issues, are you prepared to make a buying decision today?
- This was applied in the 1970’s and 80’s. It was insulting then and is even more so today. Don’t use this anymore!
You now have all of the information, data, reports, references, etc. Why don’t you think about it and call me if you have questions or want to proceed.
- If you do this you have PVS (Professional Visitor Syndrome). If you’ve gone to the effort of preparing for the meeting and the prospective client has given you their time and listened to your presentation, the least you can do is ask them to make a buying decision. That’s your job and that’s what you’re getting paid good money to do.
- Positive indicators of body language such as nodding, smiling, relaxed and open posture and statements of interest like “that sounds good, it will address our problems” or “we’re very excited about doing business with you”. Instead you keep talking, don’t secure commitment and make it difficult to buy from you.
If you recognized yourself, you are the biggest obstacle standing in the way between you and your own success!