Five Ways to Bungle a Sale
Asking for an order at the wrong time. Prospects decide when to ask for an order, so asking at the wrong time makes them guarded and defensive.
Selling products, features, or solutions. People buy outcomes and goals, so this is what they want to know about, not products.
Treating a sale as a session to convince, expecting to change minds. Prospects seek solutions that fit their current frame of mind, so attempts to change it frustrate them.
Using logic and facts to close a sale. Motivation inspires people to change and try new things, while facts do not, so facts alone will not close the sale.
Leading with presumptions, assumptions, and oversimplifications. ‘This is a big problem, so you must suffer from it.’ ‘Others like our solution, so it will be good for you.’ Explaining a complex situation in a misleading way. These tactics are red flags for prospect.