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8 Ways to Ruin Your Chance of Making a Sale

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Buyers have more information at their fingertips than ever before, yet the same sales techniques which were appropriate for the 1980s are still being used today.

The world has changed, and organizations must avoid making common sales mistakes if they are to thrive.

Published in: Sales
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8 Ways to Ruin Your Chance of Making a Sale

  1. 1. An Infographic by David Meerman Scott
  2. 2. We're sick of receiving unwanted phone calls and unsolicited emails. We’ve run out of patience with companies offering poor customer service. We no longer have time to navigate complicated phone mazes in order to speak to a living person. Buyers have more information at their fingertips than ever before, yet the same sales techniques which were appropriate for the 1980s are still being used today. The world has changed, and organizations must avoid making the following sales mistakes if they want to thrive. ..
  3. 3. Fail to respond to leads quickly Responding to leads within an hour generates 7x the conversions. minutes conversion m rates Despite this, only 0 37% of organizations AI actually respond within this timeframe!
  4. 4. Refuse to understand that the if buyer has already done extensive research on the web 0 1 2 3 4 5 6 «gig K s -x . ’f‘? L§f7i. 'f’i'l:7:. .:t: j’[]f1¥. i‘i. :‘, .. , rggiélfiy eéf’ 81% of consumers perform For products valued at $500 and over, online research before consumers typically spend between making a purchase. 40 and 137 days researching the purchase.
  5. 5. Use intrusive, interruption-based sales techniques Adding sales targets to your Linkedm Buy my product Linkedln distribution list L ~ Sending tmsolicited emails with your sales message. _ twitter’ Direct messages with Sally Sallison Twitter Direct Messages with your sales pitch
  6. 6. and don’t share Educate and inform your buyers instead of f withholding your content
  7. 7. Make a habit of cold calling 72°/ o of Americans have signed up for the Do Not Call Registry, so why do you think cold calling is a good idea?
  8. 8. Use something other than your The Photo You 1186 ‘£0 photo as your represent Y011ISe1f Says a great social media deal about who you are as an avatar image i11di"id11al Using the default creepy David Douglas " shadow» your dog or Bart llflillfl ‘°"m"'i“' ' ”“’""' ”MS""' Simpson as your avatar isnt good personal branding and W ‘cums buyers away. 430 . l_. v__, _.L. v
  9. 9. Drop buyers into automated phone maze hell 7 0°/ o of people forced to endure a long wait on the phone will hang up with their impression of the company permanently damaged
  10. 10. Cling to the old rules of selling because you fear change
  11. 11. David Meerinlan Scott David Meerman Scott is an acclaimed Marketing and Sales Strategist, keynote speaker, and author often books, including three international bestsellers. The New Rules of Marketing and PR, "'9 NEW RULES - - - - M SALES now in its 4th edition, has sold more and SERVICE than 350,000 copies In English and _ p _ is available in more than 25 ‘ 7 , ‘e A languages from Arabic to Vietnamese V‘ and his latest hit. The New Rules of 2 DAVID l-tEERl-‘Ali scan Sal“ and Sam‘ is generating “ ‘D '“"‘ tremendous buzz around the world site dauidmeermanscotrcom As a speaker, David's high energy presentations are a treat 3109 web, -,, k,, ow_Com for the senses. He's informative. entertaining and inspiring That he's spoken on all seven continents and in more than 40 countries to audiences of the most respected firms, organizations and associations underscores the value he brings to events. Twitter @dmscott
  12. 12. Sources webinknow. com/ 2012 / 06/ onsocial-networks-you~are-yourphoto. htm1 slidesharenet/ fi'eshspot/ theanew-rulesoflselling-382 81 83 2 retaih’ngtoday. com/ article/ sh1dy~81-researchonline-making-bigpurchases leadresponsemanagementorg/1nn_study dai1ymai1.co. uk/ health/ artic1e~2O4O375/Waifingoenh'e-queue-min11tes4)ad41ea1thJ1t1n1 blog, hubspotcom/ biog/ tabid/6307/bid/20978/Respondingto-Leads-Withinan-HourGenerates-7x-theConversa1ions. aspx DESIGNED BY MAMMOTH INFOGRAPHICS I WWW. MAMMOTHINFOGR/ PHICS. COM

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