There are hundreds of different selling techniques that sales people employ in the course of their jobs. Many of them swear by their tactics and are hard pressed not to give up the tactics they know best. But not all selling techniques are created equal—some are far more effective than others. And considering sales is an ever-changing field, selling techniques need to evolve with new buyer behaviours. Many sales tactics that worked in the past are now obsolete and ineffective and shouldn’t be a part of your selling arsenal anymore.
Here are some old-school sales techniques that we sure hope you’re not using on today’s buyers.
There are so many better ways to connect with leads than to interrupt their day with a phone call. Take inbound marketing, for example, which gives people what they want, when they want it, attracting them to your brand.
Cold calling doesn’t work 91% of the time, so it’s a real wonder why sales people still use it today.
Cold calling is ineffective for several reasons. First, because the calls are cold, you’re trying to make a sale with no information about your prospects, which means you don’t know if they’re interested in buying what you’re selling at all. This is a huge waste of time. In addition, because you’re a stranger calling up a prospect, you’re going to have a lot of difficulty gaining trust and credibility, which is going to make it very hard to get a sale. And now, people can block your calls thanks to caller display, so you’re going to have a tough time getting someone to even pick up the call.
Even some municipalities are calling for a ban on door-to-door sales because of these reasons. So it’s best if you ditch this sales tactic immediately.
The second a buyer feels pressured into a sale, he’ll run away and you’ll lose out on the sales opportunity. The more pushy you are to get the sale, the worst you’ll turn off your potential customers, so it’s time to ditch aggression altogether.
These are the three top selling techniques that you need to stop using right now. The fact is there are so many closing strategies that actually work that you won’t miss these ineffective and old-school sales tactics at all. Once you ditch them once and for all, you’ll find yourself closing more sales.
About the Author:
Matthew has over 20 years of sales and sales management experience. He is the founder of SalesHub, an inbound marketing agency that helps companies generate leads, boost revenue, and adapt to the new way customers buy. When he’s not helping companies improve their revenue, he trains and competes in half ironman distance triathlons to “relax”.
Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.