More and more studies are showing that, from the buyer’s perspective, the salesperson is more often a hindrance to the buying process- in the way-than helpful.
By “old” I mean the old school style of selling. Here are some signs and symptoms that you might be old and in the way:
- You don’t follow up on leads promptly.
- You get into opportunities late, meaning the problem is already understood and the requirements defined.
- You wing it on appointments and don’t have a clearly defined, written sales process.
- You talk too much.
- You think that since you’re not talking, you’re listening.
- You interrupt and don’t let the other person finish their thought.
- You’re uncomfortable with silence.
- You think talking about the Broncos (insert your local team) is building rapport.
- The prospect asks all the questions.
- You have no insights and ideas to offer.
- You’ve never had a prospect say, “I hadn’t thought about that.”
- You don’t walk away from opportunities that you know you should.
- You use trial closes.
- You talk about your product or service- a lot.
- You think that because your company has been around a long time, that’s reason to do business with you.
- You brag about how your company provides great service.
- Your prospects don’t return your phone calls.
- You have lots of “stalled” deals.
- You discount frequently.
- You’re worried more about hitting quota and making commissions than in helping customers solve business problems and making an impact.
Being old and in the way can work, especially if you have a hot product/service or good territory. The problem is that prospects are becoming more and more intolerant of salespeople that aren’t helpful and providing value to the process.
The good news is that old and in the way is a disease that can be cured. “How” you sell can be more important than “what” you sell. You need to look and sound different than everyone else. You can’t be perceived as “old and in the way.”
SELLING: Are You Old and In the Way?