Finally! After dozens of calls and emails, you get that treasured meeting with a new prospect. You have been allotted 30 minutes of that person’s time. How are you going to use that time?
Too often, salespeople will use most of that time to talk about their product, service or solution. They tell the prospect everything there is to know about the product. They discuss every feature. They review every point. They talk, talk, and talk.
I call this the barf factor and I actually wrote a full-length article about it a few years ago (read it here). Barfing on a prospect is a figure of speech that means you spend too much time talking about aspects of your product that are of no interest to the other person. This affliction affects many salespeople and it causes them to lose valuable sales opportunities. Here’s why.
Barfing shows a lack of control. Let’s face it, you can’t control this bodily function when you are sick. And when you barf on someone during a sales conversation, it shows the same lack of control. When you barf on a prospect, you inevitably give them too much information that is irrelevant to their situation. And every time you do this, their desire to buy drops.
Demonstrate your superior skill and ability by controlling what you say and how you say it.
Kelley Robertson helps sales professionals reach their sales quotas and targets in any economy. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.Fearless-Selling.ca. For information on his programs contact him at 905-633-7750 or by email.
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