Episode 161 - The Single Biggest Mistake Inexperienced Salespeople Make

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your
Enquiry-to-Sale Conversion with The Lead Flow You Already Have.


In episode 161, we are going to be talking about the single
biggest mistake that inexperienced salespeople make and
effectively how to avoid it.  


Simply put, the single biggest mistake that inexperienced
salespeople make is that they try to put prospective clients into
arbitrary-type situations.  


There can be a couple of reasons for that to happen, but mostly,
salespeople do that because they are ill-informed not because
they have ill intentions.  


I worked with a client once, and he wanted me to help his company
write more business on the spot. So, I gave them a process that I
developed myself because I had my own fashion agency for a long
time and I had about 130 different clients that would come in and
buy a range of apparel from me two or three times a year.  


Long story short, I developed a system that would improve the
likelihood of them buying on the spot because if they didn't get
the order on the spot, they had to wait for it at least a week
and there was a direct correlation to the diminishing of the
order that you would get for every week that would go
past.  


So, we went through it, I taught them this particular system, and
about three days later, the phone rang and this guy said, “I
tried what you did, and it didn't work”. When I asked him what
happened he said, “Well, I had this buyer come in, and I went
through the process that you taught me. And he didn’t buy, he
just said, stop doing the hard sell! stop doing the hard
sell!”.  


What happened there was that the client he was talking about was
an existing client, and he was known for taking between three to
four days to get his order. My client had unnecessarily pushed
his client towards closing a deal while ignoring the context of
the situation.   


He could’ve just waited a couple of days for the order to be
placed instead of making his already regular client feel
uncomfortable and under pressure so, you have to understand the
context and adjust how you approach every single
situation.  


This is a clear example of how inexperience and wrong information
can have terrible consequences. Maybe not at first. If you push
clients into arbitrary-type situations on an ongoing basis, what
happens is that there actually aren't that many short-term
consequences. In the short term, you actually might even make
more sales if you're trying to force people to buy.  


The thing is, over time, especially when you live in a country
like Australia, or you live in a town like Melbourne, Sydney, or
Perth, what happens is that word gets around and people find out
because they talk.  


So, people talk, and suddenly, nobody wants to do business with
you anymore. That is a bad thing, you definitely do not want that
to happen.  


Listen to this episode to learn how to fix this often-ignored
issue, I am sure you will be able to perfect the way you approach
your clients so that you can improve the likelihood of closing
the deal while assuring you’re not making your clients feel like
they want to run away. 


To DOUBLE your lead-to-sale CONVERSION with the leads you already
have, go to http://JohnBlakeAudio.com for his exclusive, free,
no-fluff, audio training and companion PDF guide.
Inside you’ll get word-for-word email follow-up templates, phone
scripts, and more that you can put to use today.