How To Lose A Prospect In A Snap
Here's something to think about before you make that sales call: have you ever called your prospects idiots? You might be adamant about it. But surely, some way or another, you have done this particular faux pas.
Here's what you should NOT do when making a sales call or print marketing: NEVER claim you can save your customer money when you don't even know everything there is to know about his or her business.
It's like calling your prospect an idiot. Sure, you're not actually saying it word for word. You might not do it outright. And you might not even be saying it in your collaterals such as your booklet printing or print catalogs. But you are actually telling your customers they are idiots if you tell them how you can save them money when they are the ones responsible for their business. Even if you tell it to their face or in your marketing copy such as in your print booklets and brochures.
This is especially insulting to Presidents of companies because it's as if you're telling them that they don't know how even with the years they have under their belts. Worse, that they are the worst negotiators for their companies.
On the other hand, you are also making yourself look like one because it just goes to show that you don't know anything about the company.
This particular opening makes company presidents angry. If you're the sales agent you certainly would lose your prospect in that instant. Because, how can you be sure how much the companies are paying for their overhead? And how can you be so sure that they are losing money even when they are raking profits after profits every year? By claiming you know how you can get them to save money, you are implying that the person you're talking to is a bad negotiator and should not be in business in the first place. Even when the business owner is a brilliant businessman and is considered by his peers as the most capable negotiator in the industry.
Again, this just proves that the sales agent doesn't know anything about the company or the owner of the company.
It's the worst idea ever if you start your sales call by telling your prospect that you can save them money. It's like telling them to their face that they are idiots and wouldn't know better if you're not there to help them. Beware if you or your sales agents start this way. Not only are you insulting your prospects, but more importantly, you are calling yourself idiots yourself because you're showing your customers that you don't know what you're talking about. Really.