Bad sales tactics are everywhere, despite the abundance of training available to sales professionals. Positively reinforcing good behaviors just doesn’t seem to be enough to keep bad habits out of the business.
If we don’t address the problems, they will never go away. So, in hopes of removing bad habits from sales professionals’ repertoire, I wanted to share a few that I consider to be among the worst:
- Talking at someone until they buy. I’m not talking about persistence or well-timed follow ups; I’m talking about badgering someone until they buy just to make you go away. This practice is not uncommon among sales people. Notice I used the word “people” and not “professional.” Someone who talks at a prospect until they buy is the furthest thing from a sales professional. It is an amateur move in my book. Talking a customer’s ear off will not make their need for the product more urgent. It will, however, make them walk in the other direction.
- Handing off your prospect to a “closer” or third party. A word of advice, if a customer does not want to buy the product from you, they will probably not want to buy it from somebody else. Handing off your prospect is a waste of your time and theirs.
- Lack of or too much follow-up. Do not bombard a client with follow up calls. But don’t forget about them, either. Without the right follow-up techniques, potential sales will be lost – especially if the customer feels like they’re being treated like a one-time commodity.
I’d love to hear from you about other bad sales habits that need to be eradicated from practice.