When it’s Sold, Stop Selling
A few weeks ago I decided I wanted to invest in some additional software.
I had done my homework,
I knew what I wanted.
I had used the software indirectly and knew other colleagues who were using it for the same purpose that I wanted it for.
I rang the supplier. He asked me some questions. I gave him the answers.
He then spent the next 20 minutes convincing me of the benefits and attempting to upsell me to the next level.
I was tempted to advise him, “When it’s sold, stop selling”.
He almost bought it back.
I thought I’d told him I wanted it.
I thought I’d told him I was ready to buy.
I wondered why he insisted on going through his process.
Hadn’t he been taught buying signals.
So I took this experience as a timely reminder for myself, When it’s sold, stop selling.
Be alert to what the customer is doing and saying and when she wants to buy it, wrap it up and let her pay for it.
How about your business or your sales team? Are they selling or are they buying it back?
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Reminds me of the time, a couple of years back, I walked into a computer shop and said to the guy (owner of the small family business) “Don’t let me leave here without a laptop!” Funnily enough 20 minutes later, with loads of information and much more confusion I left the shop. Sans Laptop! Can you believe it. He just didn’t have the skill set to ask the right questions, give me one or two options and then close the deal. He was probably a technical genius, who needed some front counter skills. Which is another reminder….in our businesses do what we are good at and outsource the rest to maximise your time, profits AND enjoyment!! Keep up the great Newsletter, Thanks Shirley.
Thanks Roz
There’s a big opportunity out there for sales professionals to teach sales skills.
Absolutely agree this is Sales 101! THe supplier probably did not even recognise that he had a client ready to order.
Sad, but true.