When Prospects Get Mad at You

WHEN PROSPECTS GET MAD AT YOU
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Prospects get mad at you when you do stupid stuff while
selling.

This week I've been buying some new software for a non-
profit I am on the board of.

It's been an interesting experience, being the buyer and
seeing the mistakes sales people make from the buyer's
perspective.

I had two software demos in the last two days.

Both sales reps made a similar mistake, and it cost one of
the reps the business.

Both of these reps wanted to show me stuff that I didn't ask
to see. I think a lot of sales reps fall into this trap.

They think that some particular aspect of their product is
"really cool". So they make it a point to show it to every
prospect.

They do this in expectation that the prospect will get as
excited as they are about this "really cool" thing they have
to offer.

Problem is though, not everyone will think that thing is
"really cool".

And me? I have a bottom line Driver-type personality when it
comes to buying stuff. So when a sales rep starts showing me
stuff I didn't ask to see, I start getting pissed off.

And that's exactly what happened on Tuesday. This one sales
rep started showing me stuff that I said we won't use this
year, and can't use right now. I wanted to focus only on
what we are going to use right now.

He just had to show me his "really cool" stuff. And it
screwed the deal for him.

Why?

Because once I saw what he thought was his strong feature, I
realized just how weak his software really was. It wasn't
that cool. In fact it was kinda hard to use.

Had he not showed me that, and had he stayed focused on only
exactly what I told him I wanted, he might still be in the
running.

In short, he gave me reasons to eliminate him and his
product from consideration.

The only reason people buy is because of what they want.

When you show somebody something that they didn't ask about,
that they didn't tell you they had an interest in, you are
taking a big risk.

Finding out what your prospect wants by showing them things
and asking if they like it, is a sure way to annoy your
prospect, and possibly even lose the deal.

Better to ask questions, zero in on what your prospect
wants, why they want it, and how they'll use it first.

Then you can show exactly how you will give them what they
want, and closing becomes easy.

Sell with Pride,


P.S. When prospects get mad AT you, you lose the sale. When
prospect's get mad WITH you, they're motivated to buy from
you. Discover how to triple your sales by getting your
prospects mad with you right now...