Ah, the life of a salesperson – endless pitches, countless presentations, and a never-ending quest to hit those quotas. It’s no wonder they spend so much time honing their skills in the art of persuasion. But what about the lesser-known talent of completely missing the point when a customer is ready to make a purchase? Fear not, dear readers, for we have compiled a comprehensive guide to ensure that salespeople everywhere can continue to sabotage their own success.
Step 1: Preparation is Overrated
Why take the time to research your client’s needs or learn about their pain points when you can wing it with a generic pitch? Who cares if you’ve been handed a golden opportunity to customize your approach and demonstrate that you genuinely understand their needs? The key here is to focus on what YOU want to say rather than what the customer needs to hear.
Step 2: Monologue for Maximum Miscommunication
Nothing says “I’m not interested in your opinion” like a good old-fashioned monologue. To truly excel in not listening, be sure to talk non-stop and avoid pausing for breath. As your customer’s eyes glaze over, you’ll know you’ve reached the pinnacle of missing the point, and no matter what, don’t ask the customer what they want because that might distract you.
Step 3: Fully Embrace the Art of Interruption
Listening is overrated, and there’s no better way to prove this than by interrupting your customer every time they try to speak. After all, how can they possibly contribute anything valuable to the conversation? You’re the expert, and they should be grateful for your insights..
Step 4: Ignore Those Bothersome Buying Signals
Is your customer nodding along in agreement? Are they asking for pricing or delivery details? Whatever you do, don’t acknowledge these buying signals! Instead, plow ahead with your pre-rehearsed script, oblivious to the fact that you could be closing the deal.
Step 5: Power Through Those Questions & Concerns
When a customer asks a question or raises a concern, it’s a perfect opportunity to demonstrate your lack of interest in their needs. Try to brush off their questions or change the subject to something you’d rather discuss. Who knows, maybe they’ll eventually give up on getting their questions answered and just buy out of sheer frustration.
A customer can’t possibly buy until you’ve finished selling. You have an agenda, and you have to get through what you want to say. How could they possibly be qualified to buy when they haven’t heard your presentation, watched your demo reel, or glazed over at your PowerPoint?