The 32 Worst Things You Can Do in Sales:
29. Not Having Patience
By Steven J. Schmidt (4/9/09)
If you do not have patience in sales, then I suggest you go to the store, and buy as much patience as you possibly can. NEWSFLASH: No patience = no sales!
Some salespeople naturally have patience, while some have to learn to acquire patience over a a period of time. However your method of acquiring patience is, you must have it. When you are probing a customer and asking them questions in order to try and make sales, they may answer your questions, and give you full and sometimes lengthy answers.
You know that we have all had those customers who just love talking to you, like you are their best friend. What are you going to do, cut them off and say, "OK, sorry to cut you off, but you are taking to much of my time up, sign here and that's that?" No, of course not. Usually you will listen to them, so that you can make the sale, unless you politely tell them you have another appointment. Customers will usually respect you if you are truthful and honest with them.
Patience is a strong virtue in the art of negotiating. You need to know when the right time is in order to ask for the customer's business. With that, you need to have patience.
You have got to ask questions and find out what their price range is, what they want to spend and what they are willing to spend. The reason I say "willing to spend" is because most people have an idea of what they want to spend. However, once you build up the quality of your product and explain how this may save them money or time in the long run, they'll be WILLING to spend more money.
To make that happen, you need to have the patience to let them talk to you, and then for you to take your time to explain the importance of having your service.
One of my sales reps was in a very interesting situation one time. He told me that he asked the customer, "If I can show you how you would save $1,000 per year by spending $500 more on the windows than you wanted to, is that something that you might be interested in?" The customer replied, "Yes, of course." My sales rep showed the customer that by getting windows that were better insulated, it would keep cold air from getting in, saving him tons of cash on his heating bill.
The sales rep told the customer to go grab some of his bills from last year. They went over three or four bills together and the customer was sold. The sales rep had the patience to go through every bill to show the customer how much they would save every month. But first, the sales rep took the time to ask questions, such as the bit on saving a thousand bucks per year.
Patience also shows the customer that you care and that you are willing to take your time with them to make them happy. Customers love to feel that they are special, because honestly, they are. The more attention that you give to a customer, the more that they will feel that they are buying a product from a genuine and loyal person who wants to help them make a smart buying decision.
More from The 32 Worst Things You Can Do in Sales
- Walking Away - 2/16/09
- Not Looking Customers in the Eye - 2/16/09
- Talking Too Much - 2/16/09
- Not Listening to Customers - 2/16/09
- Not Knowing Your Product - 2/16/09
- Not Being Organized - 2/16/09
- Getting Distracted - 2/16/09
- Selling Price Alone - 2/16/09
- Not Getting Proper Rest - 2/17/09
- Getting Flustered (Lack of Production) - 2/19/09
- Leaving Territory Too Quickly - 2/20/09
- Being Rude to Customers - 2/23/09
- Being Too Content - 2/24/09
- Maintaining Poor Hygiene - 2/26/09
- Pressuring Customers - 2/28/09
- Not Having Fun - 3/2/09
- Not Closing - 3/3/09
- Lacking a Powerful Introduction - 3/4/09
- Not Following Up With Customers - 3/6/09
- Not Having a Strong Mentality - 3/8/09
- Lacking Discipline - 3/10/09
- Not Handling Objections - 3/12/09
- Sounding Desperate - 3/14/09
- Having Poor Customer Service - 3/17/09
- Not Taking a Vacation - 3/21/09
- Misreading Customers - 3/27/09
- Lacking a Unique Sales Identity - 3/31/09
- Not Letting Yourself Be Known - 4/6/09
- Not Having Patience - 4/9/09
- Not Holding Yourself Accountable - 4/11/09
- Hitting on a Customer's Wife - 4/13/09
- Acting Like a Salesperson - 4/23/09
- Overview - 5/23/09