How to sell: Sometimes in the persuasive sales process there is a point of no return. The statement that the “customer is always right” is not very accurate. There are some people for the lack of better terms have no right being one of your clients because they will be a pain in your backside for the rest of their life.
Now this does go against everything that society has to say about customer service. A few years ago a major phone carrier decided that they were going to “fire” some of their clients and there was controversy because it was questioned if it were right or wrong.
It was the right thing to do, these people caused all sorts of problems that an average client would not think of.
So what does this have to do with sales and the persuasive selling process or even how to sell, you are about to find out.
As a salesperson it is your job to determine if the potential client is right for you and your company or organization. Even though the person has money and you can make a commission there are just some of those people that because of the way that they act do not have the ability to cover how much of a pain that they will be in the future. There is a definite cost of not just money but also emotions when it comes to difficult people.
There is a certain and specific monetary value to the time that you have or do not have. The more that you make in income the more that you will realize that your time is limited and very valuable. Dealing with people who are unreasonable or difficult will cost you money even if you make money from them.
The difficult or obnoxious type of client is actually perfect for your competition. It may be that the person or organization is:
- · Cheap and doesn’t want to pay for your services or product
- · Will always provide demanding problems and take you away from paying clients and want more of your time that really is not necessary
- · Just does not fit into what you do for people or organizations
- · Cant afford what you have to offer and then become a pain because they learn that they cant afford you, then want their money back
- · Want free consulting from an expert
What you do or sell does not always fit for the people around you that may be a client. Some people may get upset with being selective about potential clients but it is something that has to be figured out. Some people or groups just may not be able to afford what you have to offer or they have no way of paying for it. It is not a bad thing to let them know that you can do nothing for them.
Some people are just a pain in the rear no matter what you can do or how far you bend for them.
You may even have to be blunt and let people know that they are not the right fit for you. This person or group may get upset with you and it has nothing to do with your sales skills abilities or talents. Part of human nature is that people want to be able to reject you first. Your sales rejection may be a “no” or even an “I wanna think about it” but the person doesn’t want you to tell them “no”.
Being able to walk away from a sale is one of the hardest and most difficult things to do the first time. There is all sorts of anticipation in your head about if you are doing the right thing or not. Your heart beats, you may get flush, your mouth may get dry and you may even stumble on your words but in the end it is a skill that you must master along with persuasive selling skills and abilities.
There is a danger to you knowing that you can walk away from a sales call and that is you may start to judge your calls and instead of sticking it out and fighting through a call you decide to walk away. Hey not all sales are easy and if you feel that it is easier to walk away and say the person or group was a pain you may have just missed out on the opportunity to increase your persuasive sales talents. Some of the best “aha” moments in any business but especially sales come from just going one more round of questions or asking for the business one more time even if a new objection is thrown out at you.
From here the best thing you can do is make a list of all of the real reasons why or if you should walk away from a potential client and their business. This list should be detailed and reviewed every so often. On the other hand you should also have a list of why you should do business with potential clients.
Persuasive sales skills and techniques are not always about making the sale, sometimes they come from knowing when you can walk away and make the next sale. This is not a form of sales failure it’s a chess move against your industry and competitors.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit: Men In Firefighting Suit by Surachai, Hand Pushing Stop Button by tungphoto