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10 Great Ways to Screw Up a Sure-Fire Sale

 

Last week I watched the finale of the USA edition of the Amazing Race 27… And the spectacular “million dollar failure” of the Green Team.

After dominating and winning seven of the 12 legs of the race, they just couldn’t hack it where it mattered the most – the final leg. They came second and lost a million dollars.

Their mistake? Being too cheap to pay a $100 to have a cab wait for them. Heck. being too cheap to leave a tip! So what does this have to do with losing sales?

Well, Justin and Diana – a.k.a. “The Green Team” were awesome competitors. And they were willing to do whatever it takes. But the one thing Justin was a bit short on is knowing how to treat people right. And he paid a million dollars for that mistake.

Same happens in sales.

 

If You Don’t Know How To Treat People Right In Sales It Will Cost You A Fortune In Lost Deals That Should’ve Been Yours!

 

For example, I recently saved $22,400.

How? I didn’t buy two things that I already earmarked my money for. In both cases the sales person did a spectacular job talking me out of the sale!

So the folks on the other end ended up losing the $22,400 I already decided to spend!

One deal, for $7,400, was a phone conversation.

The sales person didn’t even attempt to take control of the process, didn’t bother to find out what I really wanted out of the deal, and – the final straw – tried to minimize a major misrepresentation she and her company made about what I was about to purchase.

She didn’t treat me right. Made me feel like what I wanted wasn’t important.

No bueno! And no sale!

The second deal, for $15,000, was a face-to-face sale.

Gotta give it to this gal, she presented her offer nicely. But…

She rushed me. She another person lined up and was trying to keep both deals by pushing me to make a decision on her terms, not mine.

Sadly, she also totally invalidated my concerns and ensured that I felt like an idiot for asking questions about the suggestions she made in her good, but scripted pitch.

So, I didn’t buy!

For now, I saved myself some cool cashola and made a handy list of…

 

10 Things To Do Whenever You Want To Blow Off A Good Potential Customer…

 

Here they are:

10. Assume your product is so hot it will sell itself. 
9.   Don’t bother thinking – just follow the script.
8.   Talk, talk, talk, talk… And then talk, talk, talk, and talk some more!
7.   Don’t bother finding out what the prospect wants. 
6.   Let the prospect control the conversation.
5.   Be clueless about responding to even basic objections.
4.   Make sure the prospect knows you’re smarter. 
3.   Make the prospect feel like an idiot.  
2.   Don’t ask for the sale.
1.   Lie about your offer (or hide important details).

Truth is – I was double disappointed.

 

One, I felt let down by the sales process – twice. By extension, I felt disappointed by the companies behind those deals.

Two, I actually wanted to buy the things – that’s why I was having the sales conversations in the first place. I guess that’s mistake #11 – ignore the fact that the prospect is there because they want to buy from you!

 

If you end up talking potential clients out of the sale, they are double-disappointed and you both lose!

Adam Urbanski

Remember this: when people agree to talk with you about your offers, they want what you have. They are hoping that it will help them eliminate one of their problems or get closer to their goals.

It’s a loss for them! And no sale means you lose, too! Double bummer!

I guess I could easily come up with more lessons on what not to do based on just those two experiences, but these 10 will get you started.

Print this list and keep it handy so you can easily screw up more sales on regular basis.

 

Now, before you run off screwing up more surefire sales, comment below and let me know:

 

1. Have you ever made some bonehead moves like the ones listed above? (I sure have!)
2. What other mistakes you people make in sales situations that totally turn you off?