Killer Series: Top 7 Sales Killers

Whether you know it or not, we are all in the business of sales. It doesn’t matter what you do for a living, we all sell a products and/or services. One thing is for certain – we all sell ourselves. It could be to family, friends, colleagues and/or customers – it doesn’t matter – we all sell ourselves daily. 

I’ve already written an pretty insightful article on the 7 ways to add killer value to anything so I thought it appropriate to also make sure that you understand the flip side – what absolutely can kill your efforts to add killer value. The fact is that we are all killers – the only thing you need to figure out is which type of killer you are. Ultimately, you get to choose the type of killer you want to be. 

Whether you believe you are a killer or not – read on – by the end of the article I think you will have gotten a clear picture in your head.

Following are my best insights on the elements that undoubtedly will kill a sale. The information is derived from my years of experience in marketing, sales and training and developing people from all walks of life. 

These are the Top 7 Sales Killers.

 

#1 – Assumption

The moment you assume anything at all about a situation or a person, you’ve basically killed the sale before it has even started. Once you assume you make an ass-et out of you. 

If the desired result is to make the sale – add value to the situation or person – you won’t be able to achieve that outcome effectively if you’ve already decided you know-it-all. All preconceived notions must go out the window and you must come to the table with a clean slate. Your only goal should be to add value and create a new customer. 

Whether you’re selling a product or service or simply starting a new relationship wherein you’re selling yourself – any assumptions will defeat your purpose. It will rob you and everyone involved or the relationship’s full potential.

 

#2 – Cluelessness

 This goes without saying; people don’t buy from individuals who have no clue what they are talking about. If you don’t know your product or service and you don’t know what the customer wants or needs, you’re clueless and in there eyes – USELESS! 

Before you attempt to make any sale, make sure you have all your information – your facts – straight. It is also crucial that you know the most relevant information about your customer. This way you can relate to him/her better – this is a key element in adding value. Simply put – you’d better know your stuff or end up getting stuffed. 

In short – GET A CLUE!

 

#3 – Judgment

Judgment is the brother of Assumption because it limits your range. It creates barriers to the sale when you come with preconceptions of any kind. Judgment though also takes another form that can be detrimental to a sale. 

If your customers happen to use your competitor’s product or service and you bash your competitor, they will see that as a judgment – like you’re bashing them. Instead of judging, try overcoming the competitor’s product or service by offering more, better or faster service. Show your customers why doing business with you will benefit them more. 

Any judgment of your customers or the products they use will diminish your standing in their eyes no matter how good your intentions are. You will not only lose the sale but most probably a customer for life.

 

#4 – Insincerity

If your heart is not in the right place, how can you act in the best interest of your customers? Authenticity goes a long way in forging strong bonds of loyalty and respect. Insincerity will eventually rare its ugly head and that will seal your fate and kill the sale with that customer. 

The fact is that, people don’t care what you think until they know that you care. Unless you have your customers’ best interest at heart don’t bother attempting the sale. Even if you make one or two sales to one customer as a sheep in wolves’ clothing – your deeds will soon come to roost and your reputation will suffer dire consequences.

 

#5 – Indifference

Indifference is about the lack of conviction in the products or services you offer. If you don’t believe in yourself or what you do, why should your customers? If you waiver or blow from one stance to the next without rhyme or reason, your customers will be wary and leery of your motives.

When it comes to being a killer salesperson, you cannot afford to be neutral; one of the reasons top sales people do so well is that they are able to rally others to a cause. Your ability to do that will be significantly hampered if you are indifferent and your customers won’t be able to trust your word.

 

Why should people do business with you? If your answer on one hand is six and half dozen on the next – you aren’t saying much. That position is weak and only shows that you don’t really care either way so long as you make a buck. The sale will die a fast and painful death because of your lack of conviction. 

You may have heard the saying before “If you stand for nothing, you will most certainly fall for anything.” That’s no joke – you will undoubtedly kill the sale if you are indifferent.

 

#6 – Dishonesty

If judgment is the brother of assumption, then Dishonesty is the sister of Insincerity. These two go hand-in-hand; from the moment you are insincere, more than likely, you are also dishonest. Once this demon is discovered, there will be no sale – EVER! 

It goes without saying that in order to build a circle of loyal customers; they must be able to trust you. You must always act in their best interest, say what you mean and do what you say you will do. If you falter on this priority, your sales are doomed. 

Surely, you may be able to make a few sales through your dishonesty but again – this will eventually catch up to you. The longer it takes to come back to you, the more severe the consequences will be to your business and to your reputation. Your reputation is all you have; it takes time to build a really good one; however, you can easily destroy it in the blink of an eye.

Once you have been dishonest and your deception has been discovered, you will be hard pressed to find your road back to your former self. Not only will you have killed this sale but also jeopardized future sales as well. What can I say – word gets around fast.

 

#7 – Doubt

If you don’t believe it, why should anyone else? It is a very simple concept; without your belief in your product or service, you cannot be an effective salesperson. You will never be a top performer when you come from a place of doubt and disbelief. 

Customers see through this thin wall very quickly and just as quickly they will take their business elsewhere. Doubt shakes the ground you walk on and causes those around you to feel insecure. If I do not feel that my assets will be protected by you or that you even know how, I won’t do business with you.

Don’t sell or offer any product or service you would not use or give to your family to use. This is a great way to benchmark the products and services with which you align yourself. 

Confidence and belief is of utmost importance when it comes to making the sale; you must be able to stand by what you say and do and be prepared to back it up. There is no substitute for confidence and belief and once you exude that your customers will feel it too. Either way - it’s contagious.

 

There you have it…

These are the top 7 sales killers. What kind of killer are you? One who kills the sale or one who adds killer value? I suggest you figure it out before your next sales pitch.