Your buyers and mine want to buy.
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Anything that might cause your contact think you are more interested in what you get than what your buyers get will cause your buyer not to buy from you.
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When you don’t show up as an expert and authority in their industry, your buyer is likely to search for another salesperson.
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You didn’t go to Linkedin to reasearch the contacts you are going to meet with, and you ask questions that you could have found on LinkedIn.
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Not being prepared for the sales conversation, with insights, great questions that create value for the buyer, and your buyer will become your competitor’s buyer.
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You didn’t do your professional research on the company, its competitors, its industry, and its initiatives.
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You spend most of your time talking about your own company, your clients, and your solutions, leaving your contact bored and ready to leave.
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Your approach is so transactional that your buyer is not going to buy.
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Your competitor is a five-star salesperson who has spent their time building relationships and trust with your buyers.
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You didn’t acquire the contacts and their stakeholders, and they moved on knowing that they need consensus.
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You don’t focus on the client’s strategic outcomes and what it means to them and their team.
