Checklist of 36 sales managers errors (with solutions)

My dear phone sales department, where I worked

Extensive phone sales guide for b2b, part 4 of 4. I collected the most common mistakes sales managers made. You can easily increase the efficiency of telephone sales by avoiding the above errors. References to the previous parts of the article are indicated at the beginning of the article. However, you do not need them. This part is isolated from the previous ones and has absorbed everything.

In the previous parts:

Stages of sales. Establishing contact. Identification of needs - part 1 of 4

Product presentation, work with objections, completion of the transaction - part 2 of 4

How to create a sales script, how to get around the secretary - part 3 of 4

1. The lack of a smile in the voice

You must admit, when they offer you to buy something in a tired voice, you immediately get the feeling that this product has been tried unsuccessfully to sell to someone before you many times. The client feels in such a situation that they are trying to "rub" something completely unnecessary to him. And on the contrary, with people whose voice radiates joy and goodwill, we are pleased to deal with, they want to trust.



Decision

Life hack: if you really smile while talking on the phone, the client will feel it in your voice. Experienced managers often know how to speak with a “smile in their voice” and without a smile on their faces, but this is achieved by practice. Now my smile is still reflexively stretched if I speak on the phone. In just a year and a half of work, this became a habit. It will be easier for you to accustom yourself to this, if during a conversation you look at your face in the mirror: this way you will more often catch yourself in the absence of a smile.

2. Ignorance of the mat. parts

Have you tried to explain to someone the essence of a subject that you know nothing about? Have you also tried to sell this item, talking about its strengths at the same time?

It is very difficult to beautifully present your product and practice objections when you have too little knowledge about this product in your head. Often arrogant managers do not devote enough time to studying a product, believing that their skills are enough to sell even a product about which they themselves know little.



Decision

The problem is solved by continuous training, which includes a section with the intricacies of the product. Only knowing all the pros and cons, you can create a competent sales tactic that allows you to increase the company's profits. Let a knowledgeable person ask you the maximum possible number of questions about the product. Next, write down those questions for which you cannot give a confident answer. Make a training plan and find answers to all questions. Repeat 2-3 times with different knowledgeable people.

3. Familiarity

Remember, once an unfamiliar man came to you from the street, turned to “you” and asked to throw money for travel?

Having seen the trainings of information businessmen, many conclude that if you need to avoid unnecessary formalities in a conversation, you need to contact the client for "you." This is a blunder, especially in b2b, because the conversation is usually conducted with those who are authorized to make decisions. Imagine: such a Big Boss is sitting, and here a twenty-year-old guy on the other end of the wire starts to “poke” him, and also tries to sell something there.



Decision

It is enough to study the rules of business etiquette, listen to a couple of dozen conversations of professional managers and you will understand how it is worth approaching communication with clients. Finding a “middle ground” is not easy, but it becomes possible if you have the wit and the Internet.

4. Overconfidence

Do you think that you see the client through and through? Many managers, especially those with experience, often start thinking in this way. This is a gross mistake, since such self-confidence becomes the cause of excessive carelessness, imprudence. Such a manager is unlikely to work "to the full", being sure that 30% of his efforts will be enough for him. Usually such self-confidence is observed among the “stars” - those who have been working for more than a year and can boast of some achievements.



Solution

In order to get rid of excess self-confidence, you can listen to a number of the most unsuccessful conversations with clients in order to get down to a reality in which no one can ever know for sure. If this does not help, then bad indicators will become an excellent motivation, after which you may rethink your self-confidence.

5. Sophisticated greeting

You surely heard such greetings that then you had to think for another 5 seconds: “Damn it, that it just happened ?!” Did you have a desire to continue the conversation after such a greeting?



Solution

In a greeting, you should not use words with a double meaning, difficult to pronounce words, as well as those that are poorly perceived by ear. Simply put, all those words that may be misunderstood or not heard at all.

6. Too fast speech

Can you imagine a panic voice that quickly starts to hurt your head? This is what your voice sounds like when you talk too fast while talking to a client over the phone. It sounds like you are in a hurry and trying to “shoot” your prepared phrases as soon as possible in order to quickly run home and turn off the iron that has already burned your favorite shirt.



Decision

To get rid of this is quite simple: you can listen to every conversation you make or every tenth - it does not matter. The bottom line is to constantly remind yourself that you need to do something about it. You can even ask a friend to sit next to you and painfully pinch you whenever you try to scare the client with his panicky voice.

7. Too slow speech

Oooh very boring conversation that I want to get rid of as soon as possible. It resembles that feeling when you are walking along a narrow road, and the person in front of you is weaving like a turtle. Really annoying?

There was one guy at work who spoke soooo slowly that it was possible to fall asleep while he uttered a greeting. Of course, most customers could not stand this infinitely long hell. True, I’ll draw attention to the fact that it was rather pleasant for pensioners to communicate with him, since at a faster pace, they sometimes could not hear something and miss an important detail.



Decision

You can get rid of the problem in the same way as in the previous paragraph: listen to your dialogs, and also ask your friend to follow you and constantly point out this error so that you do not forget about it.

8. Monotonous speech

How is it for you: a cold and indifferent person calls who is trying to convince you that working with him will increase your profit. To put it mildly, a so-so sentence.

I will continue the story about the uniqueness of my former colleague: the same guy, besides speaking slowly, spoke in an absolutely monotonous voice. Even speech-synthesizing programs have a wider range of emotions in their arsenal than this guy. Your speech should be lively and interesting, it is impossible to convince a person, speaking all in one voice. I would even say that it is not so important what exactly you say. The main thing is how you say, with what emotions, what accents you put, using different intonations.



Decision

Start reading poems. I mean out loud, in an audience of strangers. Such self-esteem strikes (and they will) will be a good incentive for you to learn expressiveness, so your presentations in the conversation will be exciting and beautiful.

9. Illiterate speech

It would seem: what difference does it make to say “two hundred” or “two hundred”? Too many people in their daily lives use the second option. But sales managers are not the kind of people who should be “many.” The speech should be perfect: no cake with plum jam bought in the amount of about two hundred rubles. But I won’t say anything about burry people: often this becomes a special “trick” of the manager, especially in cases when negotiations are conducted with the same clients.



Solution

Find yourself a perfectionist listener who is fluent in language. Have you found? Now download texts with complex words in which everyone usually makes mistakes in pronunciation (there are such texts). Read aloud to this perfectionist. If you manage to survive, the problem will be solved after several such texts.

10. There is no equal contact

Do you contact the client by name and patronymic while he calls you simply by name? Congratulations, the client dominates you, and your value and importance in his eyes tends to zero. If the client calls you only by name, then you only call him by name. Refer to him as officially as he does to you: your cooperation is not a favor in your direction, but a mutually beneficial partnership.



Solution

Like most problems, this can be solved with the help of a comrade who will pinch you whenever you grovel. Why do I suggest pinching? Because you deserve it, if you make a mistake. Joke. If this is not unpleasant (comrade corrections), then it will be more difficult for you to retrain.

11. The client does not know with whom he is talking

Just imagine: noname calls you and "from the doorway" talks about how cool he makes sites. It may seem funny, but it is very unlikely that you will continue to talk with him. Unless to cheer yourself up.

Often managers are forgotten and immediately “get down to business”, completely forgetting to introduce themselves. What your client will be curious to know about you: your name, your place of work, your position, the purpose of your call. Without knowing this, he simply will not understand how to talk to you. As a rule, if a person cannot find out what is the best way to act, he simply avoids the act, as this usually carries fewer dangers than a rash act. Simply put, if the client does not know with whom he is talking, your conversation did not go well.



Decision

If you expressed yourself on the fact that you did not introduce yourself during the conversation, punish yourself: take a list of your friends on social networks (at least 100 people) and present each of them on paper. Imagine that you are going to introduce him to your client, describing everything you need. This is quite difficult and boring, so after a series of such punishments it will be easier for you to correct yourself.

12. Rare use of customer name

A proper name is the sweetest sound for every person. It will be much easier for you to establish emotional contact and enter the trust of the client if you call him by name.



Solution

Cross out all “general” references. Especially such as “young man”, “man”, “girl”, “woman”, etc. I remember, I somehow could not stand it and turned to the client “lady”, but this is a completely different story ... Form at home the habit of calling a customer by name can be punished. For each “general” appeal found in the dialogue, give your colleague, say, 50 rubles. Firstly, you will not like to lose money, and secondly, a colleague will be more willing to help you.

13. Incorrect pronunciation of customer name

I think that everyone understands that in Russia you can increasingly meet a name like Kim or Vilen. Often names of this kind are incorrectly voiced and this, as a rule, offends the client. Do you know the worst? The fact that the client is very unlikely to correct you and until the end of the dialogue you will not pronounce the client’s name correctly. As a result, what we have: each time the client gets more annoyed, but is silent. And you can’t even understand why the conversation is so tight.

During the day, I had to talk with 2-4 hundred people and I remember several cases when incorrect client data was opened in CRM. Imagine the pain of a situation when the client’s name is Tamara Ivanovna, and I’m calling her the whole conversation, Irina Vasilievna, who, in turn, doesn’t tell me anything about this. And after the conversation, the program still decides to load the necessary information and I understand that the whole dialogue did not call the person by his name, but he did not say a word to me.



Solution

Download yourself a hundred tongue twisters consisting of complex names. If you do not find it - make it yourself. Every time before you start calling, say each tongue twister. Over time, you will learn to pronounce even the most complex names. There is nothing to be done about the situation in my story, as you understand.

Life hack

Filling a tongue twister with names will be easier if you write down the names of those customers that were difficult for you to pronounce, or if everything is really bad, which you could not pronounce and hung up in a panic. So you do not have to spend extra time searching for names for the tongue twister.

14. Manager name too complicated

If your name is difficult to pronounce, then the client will not be comfortable talking with you, and not even because it will be difficult for him to pronounce the name. It will be embarrassing for the interlocutor to ask you if he pronounces your name correctly, not to mention that he might be ashamed if he pronounces the name incorrectly. Such a situation will distract your client from the essence of your call, which will make it harder to sell.



Decision

When I worked on sales, I often introduced myself as Dima, although my name is Kim. It would seem: only three letters, but at first I had to spell almost every dialogue: “K&M - only three letters” or worse: “Cyril, Irina, Mikhail”, after which they addressed me like Kirill, and sometimes how to Irina, despite a gruff voice. In general, it’s better to just name the name that will be clearly pronounced correctly.

Life hack

If the sales are cold (according to your base), then you can be represented by the name of the client from CRM. The fact that you are namesake will cheer up the client and the whole conversation will go easier. Especially if the client’s name is Albert or Ibrahim.

15. Unreadiness to hear no

I often had to watch managers hang up after the first "no." Many people realize that this is stupid, but still do it this way, as they start to panic. In fact, the most terrible customers are those customers who agree with everything. Their agreement is very easy to explain: they just do not care and they don’t even listen to you. At first, I could not understand how it was: the client seemed to be happy with everything, the conversation went so smoothly, but the sale did not work out. Failure is an indication that the customer generally delves into what you are saying. This suggests that he is interested in what you are talking about. Simply put, this is precisely the bell that tells you what you need to continue.



Decision

Download some base of addresses and call different people with your extremely impudent offers. The more absurd your offer, the better. For example, offer to buy a street dog for 30 thousand. For starters, it’s enough to get used to hearing “no” and other negative reactions. Then you can go further: after the first “no,” all the same, try to sell the dog and so on until the person hangs up. It is important to remain serious so that the person does not decide that you are just joking.

16. Lack of identification of needs

While still in training, my coach taught me a lesson. The task was as follows: it was necessary to sell her the service of a fictional travel agency. The service is also fictitious: we ourselves could choose what to offer. I undertook to be the captain of the team and came up with a cool presentation of an interesting and unusual service. We were really cooler than the second team, but here's the bad luck: before the presentation of our cool service, we did not find out from the client what he needed at all. As a result, we offered a chic solo tour with a strip bar for girls to the person who would like to get to a good ski resort with her husband and child. Now it seems obvious, but then it was not so simple. In general, the error is still relevant: many managers try to sell their service before they even know what the client needs.



Decision

Find in the social. network hundreds of strangers and try to find out what each of them lacks. Do not dwell on their first answer, such as “money”: dig into the truth as aggressively as possible. So you learn to find out what people need, and the experiment itself will remind you of the need to identify needs. Do not think that no one will answer you: in social. Communication networks have their own characteristics and the people in them behave differently from normal conversation. Try not to choose people of the opposite sex, otherwise your messages may be perceived as an act of mating games and instead of an answer you will get a music track.

17. Too many closed questions

Do you want to play an investigator? Then you better go work for the police. Clients do not like interrogations and asking a number of questions in a “yes / no” format - this is a serious mistake that will cost you the amount that you could earn on the sale if you hadn’t played the bad cop. Ask more open questions and only a couple of closed ones to finally summarize the client’s thoughts.



Solution

Ask someone within the week to ask you only closed questions, so that you understand how much colder and more unpleasant the communication becomes. Most likely, you will learn a lesson and will try to avoid excessive use of closed questions in a dialogue with a client.

18. Endless needs identification

Managers are so often blamed for the fact that they do not fully identify the need, that they sometimes go to the other extreme: identifying needs in order to identify needs. In fact, it looks like a meeting of a deputy with residents, where the sales manager is the deputy, and the client is the tenant. The deputy diligently asks questions about the wishes of the client, and he joyfully pours out his soul, but to no avail: there will still be no sale.



Solution

One need has been identified - continue to delve into it. Do not try to identify another need. Deepened - try trying on your product for this need (in your head). Failed - move on to another need. And do this only until you can try on your product for the identified needs of the client.

19. Throwing from stage to stage

I often observed and observe how managers jump from the stage with the identification of needs to the presentation of the product, and then back to the identification of needs. Your presentation in this case will look no more convincing than a homeless person who is trying to sell you his book on how easy it is to make money in the securities market.



Decision

Buy the simplest and cheapest wall clocks. Remove the dial from there. Take three markers of different colors. Divide the dial into three parts, starting at 12 o’clock. Sign each part, starting from 12 o’clock: Establishing contact, identifying needs, presenting the product accordingly. Now imagine that you cannot return the past stage, just as you cannot return the past time. Hang the clock somewhere in the workplace so that they remind you that these steps go in order and nothing else.

20. Interruption of the client

Even if you already understood what the client had in mind, and even if he says something about your product that does not correspond to reality, do not try to interrupt him in order to complete his thought in his place or to correct his erroneous statement. This is an extremely basic and basic rule, but it is often violated. Try to keep track of this.



Decision

Each person has a friend who loves to interrupt. Try to tell this friend a long story. Think it over. Stop doing the same. It makes sense to periodically listen to your failed conversations in order to identify such cases and remind yourself of this. Or let someone sit next to you and connect to you through an optional headset. This person can constantly correct you during a conversation with a client, making it easier for you to break this habit.

21. Talking about life

Let's talk "for life"? In my practice, it often happened that the contact with the client was established so qualitatively that he began to conduct a friendly conversation with me on topics not related to the purpose of the call. Perhaps this indicates a high-quality emotional contact, but at the same time about improper dialogue, since this generally happened. This must be very correctly suppressed, so that the client is not offended that you do not want to listen to how he and his wife traveled to the sea. Often the client does this unknowingly, so if you give him a subtle hint, he will immediately pull himself together.



Solution

* A place for your decision * - write in the comments what to do in this case, as I, unfortunately, do not know what exactly can be said about this.

22. Attempts to argue with a client

You do not agree with the client’s objections, but don’t know how to counter them? I’ll give a hint: do not try to argue with the client, especially on topics related to his business. Instead of arguing, sales managers convince their customers simply by asking questions. It is the questions that prompt the necessary thoughts — that is what needs to be used, including for working out objections.



Solution

Contact any web designer or programmer. Ask him to tell you how tired he is of clients who do not understand anything, but constantly get into the process of work. Ask him not to hold back. Look at what kind of reaction a person is having in a debate on topics in which he considers himself more competent than you. In the same way, you have with a client in whose business you go.

23. Negligence in expression

The client should speak 80% of the dialogue. It may seem that this is directly related to the fact that the manager should ask questions and not speak, but this is not so: the fact that the manager should only ask questions is a consequence of the fact that the more the seller says, the more opportunities the client will have for objections. Be sure: your every word is an additional weapon in the hands of the client. It is better not to give the interlocutor a reason and not express their opinion in vain: only questions and the essence of the proposal, no “water”.



Decision

Try to get into an argument in some philosophical community. Each of your proposals will be surely dismantled, find contradictions and indicate your stupidity. Spend about a week in the comments of such a community and remove the habit of speaking out of business as if by hand. In addition, you can make sure that the most experienced debaters usually do not say anything, but only ask questions.

24. Litter for the client

A manner of speech like: “I would like to offer you”, “I am calling with an offer” is a sure way to kill my importance in the eyes of the client. Instead of mutually beneficial cooperation, instead of partnership, you offer him to provide you a service - to use your service for his money. Give the client a chance to decide for himself whether he will respect you or not. There is no need to help him feel like a master of the situation.



Solution

Use phrases like: “I'm calling to discuss the possibility of mutually beneficial cooperation,” “I'm here to discuss cooperation,” “I'm calling to find out if we can be useful for each other.” Only so, only on equal terms.

25. Ignoring customer interests

Your greeting begins with the words about how cool your product is, how many years you have been on the market, how many customers you have, what profitable suppliers do you have? The client is interested in its benefits. On your achievements he p ..., ahem, do not care. Forget about boasting. Better tell him what he will get from working with you. Not just “100 successful cases,” but “We have experience and we can give guarantees, so your profit will definitely grow.”



Decision

It is very important to observe the link “property-benefit”. The most striking example of the use of this bunch: there is a product - sunflower oil. There is a property: vegetable fat. Benefit for the client: "Our oil consists of vegetable fats, and therefore there is no cholesterol in it, so your blood vessels will remain healthy." And now, just banal boast: “We make the best sunflower oil. Our sunflowers are grown using advanced technologies, and our company has been operating in this market for over 900 years. ” Feel the difference?

26. I-approach

Too much “I” in a conversation with a client is an indicator that you are more interested in your own person, and not in cooperation with a client and mutually beneficial conditions.



Solution

Use less “I think,” “I think,” “I want,” and other bad phrases starting with “I.” Instead, take an interest in the client’s opinion: “What do you think about this?”, “You can ...”, “This gives you the opportunity ...”.

27. Stupid questions

“Tricky manipulators”, having seen enough of the trainings, where they say that the client needs to be forced to say “yes” three times, but they don’t talk about how to do it correctly, they start to ask incredibly miserable questions. For example: “Do you want to increase profits?” or "Does your business need sales?" No, you guys are. Money and sales are just what makes a business live. What a trifle, damn it. I can imagine how Big Boss is sitting and his eyes are bleeding from being held for a complete idiot, since they are asking such questions.

- What is your name?

- Andrew.

- Andrey, yes?

- Yes.

- That is, your name Andrew, I understand correctly?

- Yes ...

- So, I can contact you like that, by the name of Andrey, right?

- Yes, you are well aware,% username%!

Well, that’s it: three “yes” received. Consider the sale in your pocket.



Decision

Use the well-known technique of “driving a hook”. Its essence is to ask a question, the answer to which would demonstrate to you the principal interest of the client in your service. Let me give you an example: once you have called the client and agreed that he will study the sentence you sent, after which you will call back on time. So, if during the second call you at the very beginning understand that the client has studied the CP, you can ask a question, like this: “Given that you agreed to study the CP, I understand that there is a certain interest * to solve such a problem * in is present, right? ”, or“ Dear, you took the time to study my CP. I understand that there is a certain interest in cooperation, right? ” Feel the difference between a silly and pertinent question?

28. Consent to the petty desires of the client

Usually, when a stream of small technical issues comes from the client, like: “Can you do ...?” people answer: “Yes, of course we can do that”, losing sight of the fact that the flow of such questions can be endless - that’s enough imagination.



Decision

In such cases, it is important to seize the initiative, knocking down the “program” of the client, aimed at a number of minor issues. It’s not difficult to take the initiative, for this you can ask the question: “Everything suits you, except for this little detail, right?” or "Are you ready to place an order, and it remains to clarify" this last one, "do I understand correctly?" The client will either tell you: “Yes, this is a couple of moments and everything’s ok” and you will receive an order, or the client from the category “went into the store to warm up”. The second after this question simply leaves and you do not waste time on someone who hardly has an interest in working with you.

29. Answer by question to question

Your "tricky little things" like answering a question with a question are very annoying. Especially if this is a client who wants to learn more about the disadvantages of the cooperation you are talking about. What if the client asks a question?



Solution

Give him a long and detailed answer, so that he calms down and understands that his questions are respected and answered, that you are not a crook who evades questions. However, there is one important “but”: immediately after your answer, you should ask the counter-question to the client, without pausing. Now, your counter-question will not cause a negative reaction, since you have already answered the question that the client was interested in.

30. Pause after answering a client's question

This one was born from the previous paragraph - never pause after answering a client’s question. Why? Because in this way you will give him a chance to ask you the next question and the initiative in the conversation will be hopelessly lost by you.



Solution

Immediately after your answer, always ask a counter question. This will allow you not to lose the initiative in the negotiations, as well as provide an opportunity to obtain additional information that can help you persuade the client to cooperate.

31. Loss of call essence

Often, “experienced” managers discuss very important issues with colleagues: “Kapets, today I got such a dumb client! The whole conversation contradicted itself, could not even argue its refusal. ” Those who worked on sales know that this is a common practice. So, quite often such "clever men" begin to demonstrate to the client his "stupidity" right during the conversation. Yes, I’m not joking - instead of selling, they are trying to point out to the client all the contradictions in his words, mocking in some way that he cannot express the essence of his desire. Of course, they don’t think that the client, unlike them, was not ready for a conversation, but that’s not the point at all. The main thing is that such a mistake is very common and it must be actively eradicated.



Decision

Keep yourself in control, and if you can’t, go as far as possible from working with clients.

32. Attempts to sell “one touch”

Many novice sellers try to sell from the first call. This is a big mistake, because if in b2c this approach still has a chance, then in b2b this approach is doomed. The fact is that no one will listen to the whole essence of your commercial proposal by telephone, and to make a decision on cooperation without familiarizing yourself with the proposal is simply suicide. It is impossible to sell one-touch in b2b.



Solution

Just remember the basic diagram: they called, closed the call to drop the offer by e-mail and call back again after N days. On the appointed day, call back and already then close the conversation for sale when the client has read your offer and is ready to make a decision.

33. Lack of blanks for practicing objections

Typically, the situation is this: beginners do not use blanks, the “average” have a lot of blanks on pieces of paper, the pros keep all the blanks in their heads. Having no prepared answers to questions that a client may have in a particular conversation option (and there may be more than a few dozen basic variations, depending on the quality of the sales script created), it will be very difficult to quickly and confidently counter the client’s objection. Your uncertainty will be noticed in a split second and the entire stage of work with objections will be failed.



Decision

Record each unique objection of each client, prepare answers to each of the objections in advance. Try to remember after what words what objections arise, and after what your answers what reaction will follow. If you have sufficient experience and good memory, then most of the conversation will go according to your plan: you will be able to manipulate the behavior of the client, knowing in advance that he will most likely answer and which he will most likely have objections to. For a year and a half of work in sales in the same field, from the very beginning of the dialogue I could understand whether there would be a sale or not, but I did not behave confidently: this is only a probability and it is not 100 percent. Do not relax.

34. Blurry dates when closing a deal

When the terms are blurred, an intractable situation arises: you cannot understand - the client is still going to contact you and just thinks for a long time or is he lost forever. Because of this, there is some confusion, because having called the client again, if he is really just going to contact you and make the payment, you will cause unnecessary suspicions. The client can decide that something is going wrong and, in order not to risk it, he will simply refuse the transaction. As a result: you either call the one who just thinks for a long time and cause him extra suspicions, or you don’t call, and you’re wondering if the client forgot about you.



Decision

For example, if you called the client for the first time and agreed that he will study your offer, after which you will call him back - be sure to specify the exact time within which you will call him back. If this is the second call, then specify the exact terms of payment: "How do you think, how long will it take you to make an advance payment?" or an earlier version: "What do you think, how long does it take you to fill out a brief and send it to us?" Thus, you not only put a soft deadline, but in the future you can determine whether the client has disappeared or he just has not yet decided to contact you. Based on this, it will be easier for you to understand how to behave in this situation.

35. Questions like: “Are you comfortable talking now?”

“No, uncomfortable” - this will be the answer in most cases. There is no one on this planet who would be interested in talking with a sales manager before he begins his work. By asking a client such a question, you actually give him a reason to slip away from you even before you have time to say anything. Even if the client should have been interested in what you want to voice, you will not even have such an opportunity.



Solution

Instead of this question, it is better to use the wording: "Tell me, Vasily, how much time are you ready to devote to our conversation?" So the client does not have a direct opportunity to leave the conversation, not to mention that if he has five minutes, you yourself can understand that there is no sense in talking now, after which you can agree on a chime.

36. False promises in the heat of sale

This is how I veiled a blatant lie. Often managers get into a rage and they want to get a sale in any way. Not for the money, but for the feeling that they were able to convince a difficult client. I assure you that this happens more often than it might seem. I saw hundreds of similar cases among my colleagues, and somehow I myself almost made this gross mistake. And I would have allowed it if I hadn’t accidentally pressed the call reset button.



Solution

I do not know how to avoid this. Still, this is called “getting into a rage”, that a person is not quite aware of himself outside the situation in which he is. If you have good ideas, there is a great place for your decision.

That's it, the list is complete, as is the final part of my article on the topic of telephone sales. Good luck!

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