As we catch our breath this month before open enrollment season starts to ramp up, see if you're making any of these selling mistakes and take some time to work on them.
The Run DMC. If you came of age in the 80s like I did, you recall Run DMC's classic, “You talk too much.” We used to taunt our talkative friends by quoting that song, “You never shut up!” Most of us landed in sales because we're a “people person.” That's code for, “You sure do love to talk.” Nothing wrong with that, but if you're talking for more than 60 seconds without allowing the prospect to answer a question or provide some input, you're pulling a Run DMC on them. Don't do that. And yes, Self, I'm talking to you.
The Modern-Day Hollywood. Listen, I live in the state that Gatlinburg and Pigeon Forge call home. I love a good show as much as the next person, and you certainly want the prospect to be engaged by your presentation. But neither the decision maker nor the employee wants a show that lacks substance. Ask yourself if all those PowerPoint slides actually say anything. I've learned that solving someone's problem tends to keep them tuned in, even if nothing explodes in 3D.
The Blazing Saddles. “We don't need no stinking badges.” It's a classic Mel Brooks line. Think about it: The badge implies you've been trained to do what you're doing. If you're a manager, you have to be in constant training mode with your sales team. If you're not, you have to be in constant self-training mode. In short, “You do need no stinking badges.”
The Dave Ramsey. Dave, the financial advice guy, lives in my town and has a huge following. I've learned from my years in the voluntary business that you cannot be someone's banker. Stop judging that book by its cover and stop assuming what someone can/cannot afford. You're not Dave Ramsey and you're not their banker. Find out what they need, offer a solution and let them decide what to do with their paycheck. They will quite often surprise you.
The Few Good Men. “You don't want the truth because deep down in places you don't talk about at parties, you need me on that wall…” Wait. Where were we? Oh, right. Tom Cruise famously asks question after question until Jack Nicholson's Colonel Jessup finally gives him the answer he's looking for. You can't offer solutions until your prospect gives you answers. And you can't get answers unless you ask questions. See if you can handle this truth: The key to more sales is to ask good questions and listen to their answers. Nothing more.
Have you picked up any of these bad habits? I have. Let's you and me decide to work on one or two of them this month and see if we can't close more sales.
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