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3 Ways You Could Be Sabotaging Your Own Sales Growth

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Published: 18Jun2009
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You are fabulous and your clients love you. They can't stop talking about how fabulous you are and they tell everyone who will listen, but your prospects are not hiring you they way they should be.

If you are getting meetings with qualified prospects, but they are not turning into clients, it might be you. There are many ways that you could be sabotaging your ability to close the sale. We will focus on 3 categories: what you look like, what you do and what you say.

When your prospect shows up to the appointment, you need to look professional. People have told me that it should not matter how they look if they are the best. Not true! Down here on Earth, your prospects are judging you from the beginning. For example, I just had a client of mine tell me the other day that when he sees a chiropractor who is extremely overweight, he feels he cannot trust him, and therefore will not send him referrals. The assumption is: if the doctor cannot take care of his own health, how can he take care of anyone else's?

At the very least, dress professionally for your industry, cut/fix your hair, smell good, tuck in your shirt and it wouldn't hurt to put on a little make-up. If you are in any type of health or personal growth industry, accept that you will be judged more harshly.

Your behavior is being judged, too. You need to be on time! I would also recommend that you have all of your paperwork/pens/materials organized so your presentation is smooth. Oh yes - one more important thing - use your spell-check! If you want the best clients out there you can expect that they are intelligent and savvy. Read ALL emails and other correspondence before sending, and also use your spell-check function.

If you are in good shape with the first two, you need only concern yourself with your words. There are a few ways you can guarantee that you will never get the sale. The biggest one is to lie. If you don't know the answer to a prospect's question, you only need to say that you will find the answer and get back to them. This is an opportunity to contact them again! Just tell the truth.

Another way to ruin your opportunity is to talk badly about your competition. This makes you look petty. Instead, talk about your points of differentiation - how you are different from your competition. Some prospects will want to work with you and some will prefer your competition. Allow the prospect to figure this out on their own! If you truly want what is best for your prospect, this will be easy, because those who hire you will be eager to work with you.

If you want to speed up the process of getting rejected, you could also throw in a few opinions about religion and politics! Just stick to the topic of solving your prospect's problems.

Now that we have talked in detail about what not to do, here are some tips about what to do right:

1. Come prepared with an agenda
2. Ask lots of related questions so you know exactly what the prospect needs
3. Answer their questions before they even ask them
4. Resist the urge to tell the prospect everything about you, your company, your industry and every one of your products. Focus!
5. Ask for the sale!

Want to feel more comfortable in your sales meetings? Claim your copy of Audrey Burton's popular FREE Special Report, "Closing the Sale is Not Complicated!" at => http://www.TigressCoaching.com .

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