5个不良销售习惯以及如何在2021年打破它们

经过漫长的销售电话，杂耍了一百万的前景，并填补了无尽的CRM领域 - 销售人员很容易陷入不良的工作习惯。在表面上，我们的一些最坏行为甚至似乎都没有那么糟糕。通过在雷达下飞行，他们可以对我们的表现造成严重破坏，并在我们意识到这一点之前就成为一种习惯。

成为“不好的销售人员”意味着什么？

当我说不好的销售人员时，我不会对你的角色做出判断。销售人员“坏”的原因不是他们的个性或潜力，而是他们的习惯。通过接受无助的建议，不当培训和经验不足，销售人员可以养成弊大于利的习惯。要成为一个更好的销售人员，您必须重新考虑自己的日常习惯。

为了解决不良习惯，请先定义要改变的行为并确定触发哪些行为的行为。然后，创建一个具体的计划来改变行为，并要求某人让您负责。最后，在成功时奖励自己。

1.勘探太早了。

虽然可能会感觉违反直觉，但早鸟确实不是始终在销售中获取蠕虫。It’s tempting to think, "Hey if I can get someone early enough before their day has gotten out of control, or before maybe their assistant is in or before a gatekeeper is in, I have the best chance of landing a live call early and getting some attention from it."

再加上有什么比几个成功的冷电更好的方法来开始新的一天？尽管从理论上讲这听起来很棒，但不幸的是，研究向我们展示了最糟糕的电话prospects is first thing in the morning.

这是为什么呢?虽然你可以获得巨大的可用性in the morning, you won’t have strong engagement. When your buyers are starting their day, they are deeply engaged and focused on what they have to do that day. Since your call is an unsolicited interruption, you are more likely to be greeted by someone who does not want to talk to you.

Simply getting people on the phone isn’t the goal — a successful call that moves your forward in the sales process is the goal. Statistics that have shown that at the一天结束call connection rates and lengths increase, and you are more likely to have an extended conversation toward the end of the day with a stranger than in the beginning with a stranger.

This happens because as the day advances, people start checking tasks off of their list. By the time they get to four or five o’clock in the afternoon, most people are not going to start heavy lifting on a new project, or have an important meeting scheduled. Also, most people’s mood improves towards the end of the day when they’re getting ready to go home.

Though it’s not instinctive, reserving your cold calling and prospecting on the phone to the afternoon hours will net a better result in the week.

2.用守门人过度安排边界。

尽可能诱人，避免对看门人过度熟悉。这是许多代表犯的错误。

While you may have good intentions when it comes to extending extra kindness to the executive assistant, receptionist or initial contact who screens the call, it can come across as disingenuous and overly familiar.

例如，假设您正在尝试在您要出售的公司中掌握一位高管，而该高管的名字就是Josie。bob全站app她的助手Syd拦截了您的电话，即未知的，未经请求的来电者，您开始打电话说：“嗨Syd，Josie在吗？”以一种超级熟悉的语气。推断是您认识乔西，但实际上，您不认识Josie，Syd知道您不认识Josie。您尝试保持温暖和友好的尝试听起来像是一个撒谎的人。

当您第一次与看门人打交道时，最好的方法是说实话，如果您不熟悉。所以没有说“嗨，乔西在那里？”以一种熟悉的语气，您可以说：“您好，我希望与Josie联系，并想知道最好的方法是什么。”

By being honest and upfront, you have a better likelihood of establishing a good connection.

3.研究信誉。

会议准备。致电准备。协会准备。

Being prepared is a hallmark of an effective sales professional. However, your meeting prep should be done to help you learn what you don’t know, not to showcase how much homework you did.

Avoid trying to show the prospect how much work you did. Bringing up where your prospect went to college based on their LinkedIn profile will not dazzle them with your research abilities. In fact, it could backfire on you.

The issue with that approach is that it infers that the prospect is even thinking about you prior to this conversation which they're not. They're not thinking about how much homework you did on them or how impressive you are. They are trying to determine if you are offering a solution to their problem.

很少有前景来自与销售人员思考的会议：“哇，他们真的很擅长。”通常，情况恰恰相反。他们摆脱了会议，想着：“天哪，真是个混蛋。”因此，没有比您的负面看法对您没有意见的看法更好。

So if you are prepping to get stronger for upcoming events, hats off to you. If you are prepping to showcase credibility, you are missing the mark. It’s not credibility that connects people with sales reps, it’s curiosity. Use your time speaking with prospects to learn more about them, and express genuine concern and curiosity for their situation so you can position yourself to help them.

4. Coming across as over-eager in your communications.

认真和热情是儿童极具吸引力的性格特征 - 不一定在销售人员中。

You can use character traits such as eagerness, excitement and high energy when you focus on building your pipeline and your KPIs. However, I do not recommend bringing this level of unbridled, happy, sugary earnestness to sales calls.

即使您很高兴安排此电话，您的潜在客户也无需亲眼目睹这种兴奋。很有可能，他们没有发现激动的时刻。销售代表对这种灿烂的笑容和兴奋的过度兴奋很快就会充耳不闻，使潜在客户可以轻松地猛击，然后抛弃这笔交易。避免微笑和拨号，并在所有销售通信中保持中立语调。

5. Acting like a know-it-all.

如果有一个不愉快的习惯几乎所有不好的销售人员都有，那是对销售中三个最重要词的过敏：我不知道。

When you are faced with a tough question such as a manager asking about the validity of your forecast, the customer asking about the use of your product, or when the prospect asks how you got their name, it’s better to say you don’t know than it is to make up something.

Curiosity is more attractive than credibility. The strongest answer to virtually every pipeline review, or tough question is to say, "I don’t know, but let me find out" if you find yourself stumped.

您是否有一些不良的销售习惯有罪？不用担心，我们都不时去过那里。重要的是您现在要做的。

Don’t waste too much time making plans, charting your course, and telling others how you’re going to improve. Improve. And then tell people how you did it.