I Was Doing Sales All Wrong

After 10 years of doing direct selling, I have woken up to the fact that I was doing sales all wrong. Being a Founder cum Marketing Head cum Peon it is very difficult to get focus on a singular business process. Maybe I sucked at all these business processes as my attention got divided. But there are many small business owners like me who are smart sellers.

The Biggest Mistake I do when selling

I know what I am selling, this makes me extremely cocky. Also, due to scarcity of time, my talk is to cut out of the bull shit. But what if the prospect was not a bull shit person? The prospect is again a human like me with expectation and is looking for a near perfect solution for his requirement.

It would have been a relationship building exercise If I had the patience to ask the prospect what he is looking for? Instead I usually end up trying to hard sell what I have.

In addition to my lack to time, there are other factors which make me hardshell. The prospect wants the sky and is unreasonable. I think my lesson is too not judge the prospect too soon. Give him a leeway and maybe the prospect could end up giving me an idea for a product for which there is a decent market.

Sorry for blabbering.

TL:DR

Sales Rule – Ask what are the expectations of the prospective customer before giving him your rate card. See how much of the expectations can you manage by up-selling to him.

Checklist

To avoid this kind of bias, let me call it the “Founder/Peon Bias”. I am working on a sales process checklist, here is the link – https://listables.com/public/checklist/GmO45DCbsmSaODuT4twpM2caObIhK5HjzPGZatANpHMDRemcgGRe0nB9h3l+OQB7

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