What It Takes To Be An Entrepreneur
7 Things That Make Clients Hate You Part 2
Written by Jay Shapiro for Gaebler Ventures
Less than scrupulous sales people give others a bad name. Here's how to make sure you earn yourself a good reputation as an understanding salesperson who delivers. Don't follow this advice and you could add yourself to the rank of the despised.
Following the first part, what else can you do to retain continued spite from your clientelle?
4. Failure to make follow-up contact. Many salesmen and women say they'll do certain things but they fail to deliver. This can apply to any commitment like sending info to a client, solving a problem, or delivering goods on time once a sale has been closed. For a lot of people this is a big problem and they use it as a yardstick to test the reliability of a service. They might do this by requesting that information, like a catalogue or sample goods for example, be sent to them before they make the decision to buy. If the salesperson doesn't do this when they have agreed to it can put the prospect off of the idea of buying from them.
It makes sense, really. If you can't fulfil this first commitment, will you be able to give a good service once the client has paid. It doesn't look promising, does it? Basically, if you're this inattentive when you are tying to make a sale, what will you be like after a sale has been made? That's how the prospective client sees things.
Here's how it works: Lack of follow ups = loss of sales. Bear in mind that your prospect may well be checking out your competitors, if they shine in areas where you seem dull and disinterested, they'll get the sale, not you.
5. Telling lies. Some salespeople claim that lying to clinch a deal is the way to go about things. Those who are from the 'tell them what they want to hear' school, don't last long in any industry. Sadly, there are quite a lot of salespeople who resort to lying or being either extravagant or economical with the truth.
Exaggerating your product's capabilities is lying. So is supplying false information about guarantees or returning of goods.
6. Failing to fully understand your clients' needs. This resonates with problems 1 and 2 above. But it bears repetition. A salesperson who doesn't care about the client can't possibly empathise with them and understand how they feel. To be successful in sales you need these basic people skills or you won't fare well.
7. Bullying and/or Refusing to accept that sometimes no really means no. Most people in sales have it drummed into them that persistence is vital. And to a degree that is true. But you need to know when to draw the line. Being overly persistent when a prospect has made clear their intention to not buy or shop elsewhere is seen as pressure. And no matter what you may have, wrongly, been told, high pressure doesn't work. It alienates people. If you are pushy you'll quickly find your prospects don't take your calls or answer your emails.
Unfortunately, some of the more aggressive and unprofessional sales people have given others a bad name. However, being in sales can be a rewarding profession and trying hard to redress the balance and earn yourself a good reputation can be challenging and ultimately profitable.
Keep the seven points above in your mind when dealing with your clients and show them that you're not one of the pushy self-absorbed types who they dread dealing with.
Jay Shapiro is a freelance writer based in the UK. Jay has a particular interest in the emotive aspects of the entrepreneur's character. "Alongside the nuts and bolts of business, the character of the person is often the ingredient responsible for success."
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