<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=349935452247528&amp;ev=PageView&amp;noscript=1">

The Alternative Board Blog

Wondering if Your Salespeople May Be Scaring Off Buyers?

Dec. 1, 2015 | Posted by Joe Zente, TAB Austin

Have you ever wondered if your salespeople may be scaring off buyers? The fact is that most salespeople are downright frightening. The list of scary behaviors goes on forever, but here are five of the most popular ways salespeople scare away your new business: 

  • They talk when they should be listening:
    A recent survey of C-Level buyers indicated that only 14% of interactions with company representatives resulted in any useful learning or value. In other words, the remaining 86% of salesperson conversations were perceived to be creating zero value or differentiation. 

  • They educate when they should be learning:
    When their lips are moving, many salespeople tell instead of ask. Instead of striving to understand, learn, and facilitate mutual discovery, they strive to educate and "make their points" (even though the buyer isn’t asking).

  • The few questions they do ask are Leading Questions:
    Many salespeople strive to get buyers to nod a lot (like bobble-heads). In the fleeting moments when salespeople do ask questions, they avoid the right questions (the tough questions that will differentiate them) and mistakenly believe they should ask only "yes" questions. Most salespeople believe that if they ask enough leading questions, a sale will ultimately follow. This couldn’t be further from the truth! Leading questions (commonly known as "tie-downs") are one of the most effective ways to destroy trust. When you are personally in a buying role, do you like to be tied down?

  • When they do listen, they listen selectively:
    Buyers need and want to buy, but they hate to be sold. Salespeople who listen for buying signals in an effort to close show up as inauthentic manipulators instead of valuable resources and solution providers. This can be very frightening to prospective buyers!

Want additional insight? Read 7 Steps for an Effective Hiring Process now to learn more

  • They Prematurely Satisfy:
    Premature Satisfaction™ occurs any time a salesperson educates, presents, pontificates, demos, or proposes before the buyer is truly ready and willing to listen and accept. This scary, worthless, destructive salesperson behavior carries a consequence in 100% of cases where it is exhibited. In the best case, Premature Satisfaction™ wastes time and cuts into profit. In many cases, it burns up margins via multiple proposals and repetitive "pencil sharpening." In most cases, it destroys trust and loses the sale.

How much revenue and profit do you think your salespeople might be scaring away? Take some time to assess and train your sales staff to reduce the scary factor.

Read our 19 Reasons You Need a Business Owner Advisory Board


Written by Joe Zente, TAB Austin

Joe Zente is a TAB Facilitator in Austin, Texas. Through his company at Z|Three, he offers multiple services that help business owners.

Related posts

11 Tips to Communicate Change to a Concerned Workforce
Jun. 3, 2020 | Posted by The Alternative Board
In business, and in life, change is constant. For many businesses, the coronavirus pandemic caused massive disruption to the way their business was conducted. The choices were to evolve or die. Other...
Five Tips from The Alternative Board - Winnipeg 501
Apr. 23, 2019 | Posted by Kim Christie
April 2019 Board Meeting Start building HR early  1. Consider contracting out your HR position if you currently do not have, cannot afford a full time HR person or are not big enough for one yet....
Six Tips from The Alternative Board - Winnipeg 401
Apr. 23, 2019 | Posted by Kim Christie
April 2019 Board Meeting Do You Clearly Communicate Your Company’s Aspirations/Goals? As the leaders of our companies – one of the most important things we can do is give our teams direction....
The Budget, Authority, Need, and Timing (BANT) Method
Jan. 1, 2018 | Posted by TAB Winnipeg
Qualifying an opportunity, use the BANT method: Budget, is it defined, approved? Authority, does the person you are speaking with have the authority to make a decision, if not, what is the process? ...
You Have the Power to Make Customers Happy with Accountability
Jun. 1, 2017 | Posted by The Alternative Board
Would you love for your team to take on more responsibility? Tell them, “You have the power to make a customer happy!” Not only does this approach help you as the business owner deal with fewer...
Most Popular Misconceptions: Why Do People Really Buy?
Mar. 1, 2017 | Posted by The Alternative Board
At this moment, millions of salespeople are out promoting their products and services. They are shaking hands, pitching, demonstrating and presenting. They are also (hopefully) spending time asking...
Training a New Employee: Develop Confidence and Competency
Jun. 1, 2016 | Posted by Dan Ryan, Dan the Window Man
I have a new office employee to train, and I also have plans to leave the country in three weeks. While the timing is not optimally lining up, I have a plan in place to ensure my new staff person is...
Ideas to Create An Engaged Workforce & Efficient Team
Nov. 1, 2015 | Posted by Don Harrington
I’ve been reading up on employee engagement and have come across some scary statistics about disengagement and lack of passion in the ranks. Here are a few ideas to help get your employees engaged: ...
How to Involve Your Team in Setting Important Goals
Oct. 1, 2015 | Posted by TAB Winnipeg
Regular team meetings with employees are needed to ensure that everyone is on the same page and to involve them with setting company goals. Here is a suggested agenda to go through during the meeting...
Seven Steps to Consider before Signing a Letter of Intent
Jul. 1, 2015 | Posted by Phil Spensieri
http://www.tabyorkregion.com If you have a party interested in buying your business, here are seven things you can do to reduce the chance of your deal dragging on for months and becoming watered...