Trust is the foundation of a good deal. When your prospects and customers trust you, you can provide good service and make good money. A win-win all around. But this hard earned credibility is easy to lose. With just a few missteps, you can go from trusted vendor to losing the deal completely. So how are you damaging your credibility?
Only promise results that you can deliver. It’s easy to get wrapped up in the pursuit of a sale, but don’t tell prospects that you can give them something you can’t. Be sure you know the common concerns or obstacles that come up during a sale and find solutions that don’t require any bending of the truth. Set reasonable expectations for timelines and pricing, so there’s no room to make your customer angry.
Using too much “I” talk
Your customer likes you because you know what they want. You understand their needs and deliver a solution that works for them. So avoid the “I” or “we” talk and focus on them. Explaining your product’s value is essential, but do it in a way that shows how it can help them. Talking too much about yourself and the company seems self-centered and when not needed can be a waste of their time. Get right down to business and find out how you can help them.
Withholding bad news
The sales process is never smooth and there are sure to be obstacles along the way. Be tactful when delivering bad news, but don’t try to sugar coat it too much because it can come across as dishonest. Customers will appreciate you being straightforward with them, so if something goes wrong, tell them, and do it in a timely manner.
Pushing through a deal you know has problems
Not all potential sales are right for the customer or for you. Forcing through a prospect that isn’t a good fit will only cause headaches for both parties. Save everyone’s time and disqualify customers who aren’t going to be able to take advantage of your product. If you are polite and honest, the prospect will leave with a good feeling about your company, even though the deal didn’t go through.