Top 10 Lies
May 16, 2011 by Post Team
LIE # 1: I’m pretty sure that the client has a budget.
Why is a lie: The budget is allocated or not.
Truth: You do not have full lead.
What results: You spend time and effort into an account that probably will not close.
His reality: Make sure there is a budget before investing much effort into an opportunity.
LIE # 2: My journey, consisting only of fully qualified opportunities.
Why is a lie: It is likely that there are some dead ducks in processing.
Truth: Until I develop an account, do not really know if they are qualified or not.
What results: You always overestimate what will be able to close.
His reality: Vent pipe on a regular basis.
LIE # 3: This is a good touch despite having no budget.
Why is a lie: If you do not have a budget, is not qualified.
Truth: You’re so desperate that you are working long shots.
What results: You live in a fantasy world where the budget magically appears.
His reality: when we know that there is no budget, thanks to extract himself from the “opportunity.”
LIE # 4: I keep all my notes of a major customer in my head.
Why is a lie: You do not have a photographic memory.
Truth: You’re too disorganized to write.
What the results mean: Things begin to fall into oblivion.
His reality: Get an iPad (or even a yellow pad) and take notes during meetings.
LIE # 5: Cold calling is a bad way to generate new business.
Why is a lie: If you do not work, sometimes, companies would not use it.
Truth: I hate cold calling because you’re bad at it.
What the results mean: If your pipe dry, you are out in the cold.
His reality: Keep your skills current cold calling, even if not currently needed.
LIE # 6: That the client may make a decision soon.
Why is a lie: You’re just guessing.
Truth: You have not found the way the client makes the decisions.
What are the results: The prognosis and the fee to get completely screwed.
Your reality is always the way the customer buys, and then periodically checks on the progress of that process.
LIE # 7: I’m having to do because they have the property of XYZ.
Why is a lie: Customers rarely buy (or not buy) because of a feature.
Truth: You have not demonstrated how your product has a current value.
What results: You never know what the customer really did not buy, so it does not correct the problem.
His reality: Dissect and debrief every opportunity not discover what should be done differently.
LIE # 8: I have not called to that client, but I’ll call later.
Why is a lie: Customers are always the top priority.
Truth: You’re putting off because you’re afraid of bad news.
What Results: You end up making things worse by ignoring a problem or an opportunity to keep alive when he is really dead.
His reality: Every time you feel reluctant to make a call, that’s a sign that you should make the right call now!
LIE # 9: I’m having to do because the price was too high.
Why is a lie: the purchasing decisions are made only on the price of commodities.
Truth: You do not differentiate from the competition.
Significance of the results: in future opportunities, you let yourself get sucked into a price war.
His reality: Find out what is important to the customer and the current position of your product so that it only meets those needs.
LIE # 10: I’ve been so busy; I cannot track all my commitments.
Why is a lie: Selling is all about tracking commitments.
Truth: You are probably in the wrong line of business.
What are the results: It ends with angry angry customers and management.
His reality: immediately (I mean NOW!) Locate and purchase a time management system, take the time to learn, and then use it until a second nature.
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