Ten Ways to Insult Your Prospect

August 21st, 2013

Ten Ways to Insult Your Sales ProspectsProspects are so annoying. They show up at the most inconvenient moments, they ask a lot of silly questions and they take up ridiculous amounts of your time. If only there was a simple way to get rid of them.

But wait, there is!

Just insult them.

“But how?” you’re wondering, “I’m such a nice person.”

Relax. It’s easy to insult prospects. Salespeople the world over have been doing it since the dawn of sales. If millions of other salespeople can insult their potential buyers, you can too! Here are ten proven ways:

1. Act like they’re an interruption in your day
Sigh. Frown. Let your irritation come through in your voice. Complain about how long and/or busy your day has been. Make your buyer feel like the burden they are. Amazingly, most people find this insulting!

2. Ignore them
This tactic works best when dealing with a couple or a group. Focus on one person and ignore everyone else. You run the risk of developing a connection with the person you’re talking to, but the certainty of offending the other people involved outweighs the risk.

3. Don’t listen to them
Look away while they’re talking. Flip through papers on your desk. Check your phone.

4. Bad-mouth the competitive products or companies they’re considering
When you insult the other products a person is considering, you also insult the person considering them.

5. Refuse to take them seriously
Smile patronizingly. Shake your head slowly while they talk. Avoid answering their questions.

6. Play games
Today’s buyers are more experienced and more savvy than ever. They know the old-school, manipulative tactics and games that salespeople have been taught for decades. Playing games like “I’ll need to talk with my manager…” is an insult to their intelligence that will cause them to run and never come back.

7. Dismiss their objections
After a test drive, a car salesman asked me how I liked the car. I told him it was good, although I didn’t like the digital speedometer. He replied, “You get used to it.” No, I didn’t, because I didn’t buy the car.

8. Assume they can’t afford it
Don’t let them see your pricier products and services. Steer them toward the cheapest options. Ask Oprah how effective this tactic is.

9. Speak condescendingly
Act like your buyer is a moron. Imply that what you’re talking about is over their head. Use words and phrases like “Obviously,” “Don’t worry about it” and “It’s technical.”

10. Use terms of endearment
A male prospect is not your “buddy,” “pal” or “friend.” And a female prospect is not “sweetie,” “baby” or “darling.” Calling a buyer by terms like these is guaranteed to insult and offend.

See how simple it is to insult prospects? Any idiot can do it.

How else have you seen salespeople insult buyers?

How to Make Your Value Case

August 13th, 2013

Sales Value CaseYou know there’s value in your product or service. But your prospects don’t seem to fully appreciate it. And as a result, they don’t buy from you.

How do you get your prospect to see your value in its entirety?

Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this nine-minute segment, I discuss where most salespeople go wrong in trying to make their value case and how you can make your value crystal-clear to your prospects every time!

To listen, just click on the link below. Or to download the segment to listen later, right-click the link and select “Save Target As…”

How to Make Your Value Case: Don Cooper on Breakthrough Business Strategies Radio (mp3)

To learn more about Michele Price and listen to her interview other business experts on Breakthrough Business Strategies Radio (which I heartily recommend), check out WhoIsMichelePrice.com.

13 Sales Tips from NSA ‘13

August 6th, 2013
NSA 13 Sales Tips

With 2013 Cavett Award recipient, Scott Friedman

As a professional speaker and trainer on the subject of sales, I am, naturally, a member of the National Speakers Association. So last week I was in Philadelphia for the 2013 NSA Annual Convention.

More than twelve hundred of the world’s top professional speakers and trainers got together for four days to learn from each other. The result—as always—was an amazing outpouring of business insights and ideas.

Here, in no particular order, are thirteen of the best:

1. “Being good isn’t good enough.”—Ron Karr 
These days, everybody is good. If you want to succeed, you have to go beyond that. What can you do besides simply “being good?”

2. “We can’t control the market. We can’t control our customers. We can only control our actions.”—Lisa Ford 
Salespeople, professionals and business owners constantly complain about and blame their circumstances. But the fact is, nobody controls their circumstances. The key is to focus on the one thing you can control—how you react to your circumstances.

3. “After your sales call, your prospect is thinking ‘Did we like him?’”—Walter Bond 
All sales are personal. Your prospect is basing their buying decision as much on you as on the merit of your product or service. Are you likeable?

4. “Scarcity drives sales.”—Carolyn Strauss
We can sabotage our sale efforts by being too available. Saying things like “We’ve got plenty in stock…” or “We can start right away…” actually decreases a prospect’s confidence because it suggests a low demand, implying you’re not very good. Limited supplies or availability convey the opposite message: you’re in demand, because you’re great.

5. “Crowds move. Go where the crowds are.”—Jim Ziegler
Typically when a business owner or CEO tells me they’re not actively using social media as a marketing tool, they say something along the lines of “I don’t get Facebook/Twitter/Pinterest. I think it’s a big waste of time.” It doesn’t matter what you think. It only matters what your market thinks. If you want to boost your sales, you need to spend time where they spend time.

6. “When you know more about your prospects and clients, you’re better able to relate on a personal level, ensure relevancy, close more deals and highly customize your presentations.”—Sam Richter 
Too many salespeople deliver a canned presentation to a prospect they know little or nothing about, creating minimal impact. Spend more time researching your buyer beforehand and you can dramatically increase your impact in every interaction you have with them, radically differentiating you from your competitors.

7. “An ungenuine smile does you more harm than good.”—Connie Dieken 
A genuine smile is powerful for building rapport, connection and trust. An ungenuine smile, however, makes you seem fake and untrustworthy, causing people to not want to do business with you. Always be genuine.

8. “A great brand makes people feel good about themselves.”—Bruce Turkel 
Everybody has to buy stuff, but we prefer buying things that make us feel smart, special, safe, cool, healthy, successful, responsible, helpful, environmentally aware and morally just. How can you inspire one or more of those feelings in your customers?

9. “What makes you a great leader is not what you know, but what you’re willing to learn.”—Robyn Benincasa
The most successful people in any field or industry understand that however much they know, there’s always more to learn. And that thought excites them.

10. “When your buyer has a lot of choices, it’s harder for them to make a decision.”—Brian Palmer 
Often, salespeople present as many options as possible to a prospect, hoping that one of them will trigger a desire to buy. But the opposite happens instead. Help your buyer narrow down their options to make their decision easier.

11. “Stop doing stupid.”—Mary Kelly
Whether you’re a salesperson, manager, VP, business owner or CEO, you could use more time. One way to free up some time is to stop wasting it on tasks, processes and people that make no sense. Figure out what’s “stupid” in your life and cut it out.

12. “To survive in business, you need to be a resource.”—Don Hutson
In a world where almost everything is a commodity, arguably the most important way to stand out is to provide information and assistance that helps people reduce their problems and achieve their goals. How can you help your prospects and clients above and beyond the products and services you sell?

13. “Change your words. Change your world.”—Nido Qubein
Words have power. Power to help and power to hinder. Power to heal and power to wound. Power to enlighten and power to mislead. The words you choose have enormous impact on you and those around you. Not getting the results you’d like? Change the words you use.

For more ideas and insights from these great speakers, click on their names to follow them on Twitter. (To follow me, click here.)

Need an exceptional speaker for your next event? Check out the NSA website or your favorite speakers bureau. (Or just click here.)