Avoid These 3 Mistakes and Watch Your Sales Explode

I have always been interested in studying human behavior. The fact that my family was fairly dysfunctional is probably the reason why. (Was that too much information??)

Interestingly, one of the behaviors I’ve observed during the sales process are salespeople who actually stop the sale.

Obviously your goal is to help your customers close a sale (no duh). That being said, here are three behaviors you absolutely must avoid if you want your sales to explode.

1. Stop apologizing for your product or services’ price

Let me ask you a question. Do you think the price you are charging for your product or service is too high? If the answer is “yes” the odds are pretty good that you are apologizing for your price to your customers.

I know what you are thinking, “Hang on there trainer-boy. I don’t apologize for my product. I just ‘think’ it’s over-priced.”

Okay, fair enough. Maybe you don’t verbally say it’s over-priced, but you might be telegraphing it through your body language and your tonality.

Remember that it’s hard to have a thought without having a physical representation of that thought show up in your communication.

There are patterns to how people telegraph disbelief in their pricing. In body language I’ve noticed things like a shrugging of the shoulders, a wincing of the eyes or taking a half step back in a subconscious retreat.

How do you fix it? Easy. Get excited about your product and find its value.

Zig Ziglar used to say the most important part of your enthusiasm is the last four letters “IASM”. It stands for I Am Sold Myself.

My advise? Get sold on the value of your product so you see the price as more than fair.

2. Stop being “interesting”

A good movie is interesting. A good book is interesting. A good marketing campaign is interesting. A good YouTube video is interesting.

Good salespeople are interested.

Big difference.

So how do you know if you are being interesting? There is one simple answer.

You talk…a lot.

So how do you become more interested? The number one answer is to exercise your curiosity muscles. In other words, shut your proverbial trap and start asking a ton of questions.

I’m not talking about questions concerning your product. Ask why-based questions that reveal details about your customers’ life and why they are looking for change.

Get curious.

3. Stop judging

Years ago I was selling new homes with my sales partner Sharma. One Saturday morning a gentleman pulled up to our community in a pick-up truck that looked like it had been salvaged from a blazing fire.

When he walked up to our sales office I could tell he hadn’t showered in quite some time and frankly I wondered if he was homeless. Immediately I looked at Sharma and said with a snarky tone, “Uh…You can have this one.”

As you probably guessed, this ratty looking man was a cash buyer. In the words of Julia Roberts’ character from the movie Pretty Woman, “Big mistake. Huge.”

If you are “curb qualifying” your customers, I can promise you two things are happening.

• You are leaving money on the table.
• Your customer is not getting the attention they deserve to help solve whatever problem caused them to talk with you in the first place.

You should never be the reason a sale stops. If you are doing any of the above, odds are pretty good that’s exactly what’s happening.

Remember, communication starts with your attitudes. Commit to work on them and watch how it impacts your customers. And then watch your sales explode!