4. Sales person does not seem trustworthy
As the sales person is outlining all of the great things their product can do, it all sounds great. But can the prospect trust the sales person? Is it true, all of the great things that the sales person is saying and offering?
When a sales person tries to sell, there can be some uncertainty in this area. That can cause stress and discomfort for the prospect and this makes the process of being sold to not feel good.
5. Is the sales person trying to take advantage of the prospect?
When you factor in some of the already mentioned points and others, it can be easy for a prospect to feel like they are being taken advantage of when being sold to by a sales person. When you take away all the factors of the money the prospect has to spend and whether or not they should purchase, there is still a feeling of respect that the prospect deserves and will want.
In other words, even if the prospect has an unlimited amount of money, they still do not want the sales person to take advantage of them. For example, a lottery winner with more money to spend than they know what to do with might still not appreciate a car sales person not providing the same price and treatment as they would to an average car shopper.
It would not feel like the car sales person respects the lottery winner and that they are taking advantage of them. And this does not feel good.
When a typical sales person gets real aggressive and caught up in selling and pushing things forward, the prospect might start to feel this way and feel like there might be some way that they are being taken advantage.
They good news in all of this is that all of those things can be avoided by the sales person changing how they sell to prospects. In order to do that, it starts first with realizing that prospects don’t mind buying, but they don’t enjoy being sold to.
From there, here are some quick tips to try to incorporate:
- Try to present yourself and communicate more as a business person than a sales person
- Talk as much about the prospect as you do about your products
- Be able to separate the good prospects from bad
- Be persistent with the good prospects, walk away from the bad
- Build a foundation of trust with the prospect
- Make sure you are considering and filling their interests as you try to fill your own