HTSS53 - Neediness in sales will destroy deals - Scott Sylvan Bell

<p>Neediness in sales will lose you deals</p> <p>If you are needy with buyers you will find yourself giving discounts and or price matching to close the sale. If you are significantly needy you will find you shorten your sales presentation. Its not uncommon to see needy salespeople get taken advantage of in the sales process.</p> <p>Its not just the problems created in the sales presentation it is also the problems created after the purchase is made. When you are needy in sales and the buyer makes a purchase too quickly they tend to want to renegotiate after the deal has been done. The buyer may think out of your neediness they could have got a better deal so they have regret. This buyers remorse is dangerous.</p> <p>The buyers expectations are not set correctly since there is such a hurry to get the deal done. The buyer doesn’t really know what they are getting or you may overpromise to close the sales.The discounts or refunds after the sale are usually steep and now you have a forever difficult buyer on your hands.</p> <p>How salespeople are needy in sales presentations  </p> <p>If you are starting off the conversation with discounts and price matching this is pure lazy salesmanship. It is your job to explain why you are different to your buyer. There are very few companies out there that are the low price leader. If you make the promise of being the lowest price then you challenge the buyer to prove you wrong.</p> <p>Too much talking will lose deals</p> <p>Salespeople who over talk their buyer will lose deals out of frustration. Too much talking causes not recognizing the statement or the question. You can think that you are the entertainment to the point where the buyer doesn’t have the chance to talk. If this is you their eyes will glaze over and you will get the I want to think about it objection.</p> <p>Not listening to the buyer or over talking people or having to hold the spotlight is one of the fastest ways deals next to already having a pre planned item to sell because it pays the most