‘5 Sales Techniques That Sound Smart But Usually Flop’ – HubSpot
Aja Frost says, “There’s a ton of sales advice floating around out there (trust us, we’d know.) But just because you read an article on a psychological technique or fancy method doesn’t mean you should take it at face value. Let’s be honest: Strategies that sound smart often flop. And not only do these unsuccessful techniques waste your time and energy, they also hurt your chances of closing.
Want to avoid the advice that seems clever but really sucks? Read on for the five worst offenders.
1) Close More Quickly by Manufacturing Urgency
When you’re scrambling to meet your quota at the end of the month or quarter, there’s a real sense of urgency. The problem is, you’re the only one experiencing it.
To ensure your prospects don’t drag their feet, it might seem like a good idea to invent a reason they should buy right now. Michel Fortin, CEO of Workaholics4Hire.com, tells a story about a furniture salesperson who would’ve given him an extended layaway plan if (and only if) Fortin pulled the trigger that day.
Along similar lines, many reps will give short-term discounts or claim their supply is about to run out”.
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