Bad sales calls happen to everyone; follow these three tips and next time you might just save the sale.
This summer, my colleague Javier Aldrete sourced some expert advice on how to conduct a sales call that is not only successful, but enhances your relationship with the customer. In it, he shared an experience I had in which a sales person left a horrible, albeit hilarious, message for me.
Take a glance at the post, but suffice it to say that this person did not earn my business. Wondering why? No, it wasn’t the coughing or his confession that it was the worst message ever (it was). It was that he committed the cardinal sin of bad sales calls: He never called me back! Perhaps if he had, we could have laughed about it and he could have recovered the sale.
Bad sales calls happen, but the next time they do, these three tips might help you save the sale:
No. 1: Do something when the conversation goes south.
Did you just leave an embarrassing message? Or maybe you just tripped over your words. Yes, it’s a hit to your pride, but don’t make it worse by doing nothing to recover. Clearly, doing nothing can’t save your sale. Call back, make a joke, or just find a way to move on with the conversation.
We are all human. Buyers are people, sellers are people and people understand that stuff happens. When something unexpected does happen, leverage those interpersonal skills that make you a great sales rep to begin with. Acknowledge what happened, apologize and move on. You can even reset the conversation by saying, “hey, I messed up there, let me start over.” Don’t be afraid to add a touch of self-deprecation; being able to laugh at yourself is a quality not to be underestimated!
Whatever you do, think on your feet and always be prepared to do something when calls go badly. [Read more...]