Why It’s Important to Avoid Killing a Sale with Kindness

by

14 April 2019

Business

Sale

Salespersons are of two kinds- there are those who are smart enough to sell themselves and are charmers. Then there are those who know how to sell products and services. They might not be presentable enough, but they do know their business. Employers are often tempted to hire people with pleasing personalities, rather than people, who know how to do their job.

While it’s always important to be polite, sometimes these basic niceties can get in the way of sales – it might even prevent people from closing sales. Feeling too pushy to pull the trigger will no doubt affect performance negatively. This kind of occurrence is called “Yielder Call Reluctance.” The first step in overcoming Yielder Call Reluctance is to understand what it is and how it could be affecting you. The following criteria may help you determine if you are too nice to close the deal:

  • You are fearful of bothering people unless you’re given an explicit “ok” to talk brass tax
  • You are afraid of being too pushy, intrusive, or manipulative while talking to a client or potential client
  • You are afraid to incite conflict while talking about a sale and its specifics
  • You are taking clients out for dinners and lunches, as well as other lavish outings, but you aren’t breaking even or haven’t actually made a big sale yet
  • You have a number of relationships with clients set out, but your production goals have not been met

If you answered “Yes” to three or more of the above questions, you may be suffering from Yielder Sales Call Reluctance.

It’s important to raise it to the attention of the employee or candidate in question because a lot of people simply are not aware of their own awkward dispositions or they are trying too hard to be pleasant and gregarious.

By taking them aside and letting them know about what their actual role is, you can help them take the first step towards making the necessary adjustments. This will also help them when it is time to interact with customers.

If you want to see someone in action, you should always try one small trick. Try and listen to their phone calls. One of the best things about listening to a representative’s call is figuring out whether he is trying too hard to be nice and approachable. You should also ask them to assess or evaluate their performance for themselves. Always remember, self-learning is the best form of learning.

Once the problem has been identified and the sales representative has narrowed down the issue at hand, it is your task as a sales manager to coach and changes their professional behavior. This is the stage where you provide your representatives with useful coaching, tips, self-practicing scripts, and sort their approach.

In short, a candidate with too much potential for phony small talk and feigned joviality can help tell you how to spot an unsuitable sales candidate quickly and efficiently.

After the entire process has been completed- reviewing, coaching, and on-field practice, you need to do a final assessment. This can involve listening to the representative talk over the phone with a client. It can also involve seeing them in action on the floor of the store.

Read Also:

I enjoy writing and I write quality guest posts on topics of my interest and passion. I have been doing this since my college days. My special interests are in health, fitness, food and following the latest trends in these areas. I am an editor at Content Rally.

View all posts

Leave a Reply

Your email address will not be published. Required fields are marked *

Related

Successful Office Move

Six Steps to a Successful Office Move

There are several steps to take when moving your office from one location to another. Whether you are downsizing or expanding, moving your business requires a lot of planning and the ability to minimize interruptions to productivity, employee projects, and cash flow. Depending upon the size of your business and the funds you have available, there can be a lot of stress associated with moving.Office Moving Basics: If you are on a limited budget, knowing how moving companies arrive at their fees can reduce your stress and even help you save money. For example, if you have the flexibility, try to schedule your move for an off-peak period that is less expensive. Or look for free packing boxes so you will not have to buy or rent them from a moving company. Whether you choose to rent a moving truck or decide to hire a commercial moving company, below are six ways to make the process as seamless and stress-free as possible.1. Prepare, Plan, and Delegate Write down a plan to outline everything you must do to get to your new office location. Include notifying staff and clients, packing up everything you need, and obtaining insurance. Do not underestimate how long the process will take. Smaller offices will take less time to pack and prepare than larger offices. Start packing the office items you will not need until you are in the new office space. Decide who will be responsible for different steps of the moving process. For example, assign or delegate a move coordinator to communicate with and keep employees informed. Be sure the person you choose has stellar organizational and communication skills and give them the authority to make and manage decisions. Small offices with only a few employees will require a very coordinated effort to work together.2. Layout a Timeline Keep in mind that while you plan to move, there will still be work that needs to get done. When creating a plan, establish a reasonable timeline so that your business does not suffer during the moving phase. The first step to put on your timeline is the moving date. Do not forget to include time for cleaning up and decluttering your office before packing. There is no need to bring stuff you will not need to a new place. Your lease termination date will play a significant role in choosing a moving day.3. Know Your Budget Relocating to a new office location will cost money. Determine how much you can afford to outsource and where you can reduce costs. Will you hire a professional mover or rent a truck? Do you plan on upgrading office furniture and equipment? It is highly recommended that you include moving insurance in your budget if anything gets damaged or lost during the move.4. Plan Out the New Office Space Collect any available information, such as floor layouts and blueprints, for the new space. Know where the electrical outlets are located and how much storage space you have. Does the new office have large open spaces that will require temporary walls or cubicles? If yes, It's possible that you will need to hire electricians, painters, carpenters or you can try One Point Partitions if your office will require some more specific work, like toilet divisions so that your new office will accommodate your current needs.  Do not forget to include these costs in your budget.5. Solicit Bids If you plan on hiring a professional mover, get several bids, and choose the company that best suits your needs and budget. Specialty items such as high-value products and complicated equipment like medical equipment should be handled by professionals with experience.6. Notify Service Providers and Clients Let your clients or customers know well in advance when you plan to move. Even if you do your best to avoid delays in communications and services, there is a good chance there will be a slight delay during the actual move. Set up a contingency plan for how clients can reach you during your move. A suggestion is to leave a few employees in the office to attend to customer inquiries. Follow the steps above to achieve a successful office move with minimal to no downtime. The better you plan, the more likely your staff will be able to get back to work in the new location quickly. Read Also:The Ultimate Moving Checklist – Things you Need to do When Moving Finding The Right Moving Company Plan Moving Houses Ahead: 7 Essential Tips 10 Things to Do Before You Move Out of State Factors To Consider While Preparing For A Move

READ MOREDetails
Virtual Assistant

How a Virtual Assistant Is Beneficial to Businesses

Are you trying to scale your business, but don’t have the proper help?Or on the flip side, are you scaling too quickly without the proper infrastructure in place?Adding a virtual assistant to your team can be a better answer to your scaling issues by taking administrative tasks off your plate, saving on operational costs, and much more.Let’s take a deeper look at how virtual assistants are beneficial to businesses. Remove Yourself From Admin Tasks While administrative tasks are crucial and inevitable in your business, they can also easily be taken over by a qualified virtual assistant.As a business owner or department manager, your time should be spent on the most important aspects of the business.Allowing a VA to take over mundane, repetitive tasks will let you focus on scaling your business, building up your marketing efforts, improving processes, and maintaining quality output.Virtual assistants can take over tasks like scheduling meetings, data entry, bookkeeping, customer service, and monitoring your email inbox. Save on Operational Costs Hiring a virtual assistant means you won’t have to worry about providing equipment or finding available office space for them, which saves on your operational costs.VAs also only get paid when they are working on an assigned task, which means you can hire one on a part-time basis or a few times a week — whichever you think is necessary for your business.Hiring a virtual assistant will also save you money because you won’t have to pay an employee a full-time salary, which includes all the benefits that come with that position, like additional taxes, PTO, benefits, and severance pay. Increased Scalability Adding a virtual assistant to your team of experts allows you to scale your operations with fewer potential risks.Rather than hiring full-time employees, you can hire virtual assistants to test out the processes you built out after removing yourself from the day-to-day tasks.Having a new set of eyes on your operations and processes will help you refine them and note where issues occur. While you might think you have things running smoothly, a virtual assistant can help spot inefficiencies.By using a virtual assistant to increase scalability, you can manage your volume of output based on demand. Then, the money you save on hiring employees can be reinvested into your business. Adding Skilled Professionals Adding a virtual assistant to your staff also means you can choose to hire someone with a unique specialization that your company lacks.For instance, virtual assistants commonly have specialized skills in the areas of customer service, tech, lead generation, marketing, and administration.You have the freedom to hire someone based on the skills you want in your assistant.Hiring someone who is specialized in the right field allows you to rest easy knowing that whatever task you give them will be handled without error — or at least, very limited errors.You can also teach your virtual assistant the skills they need to accomplish their task, as they are usually fast learners who are used to jumping right into an organization. Hire Your Virtual Assistant Today Ultimately, hiring a virtual assistant will make your life easier while growing your business.You can bring on new talent to save on operating costs, increase your team’s knowledge base and skillset, and remove yourself from mundane day-to-day tasks. Hiring a virtual assistant will allow you to focus on improving your process so you can quickly scale your business.Read Also:Alexa Voice Assistant: Why It Succeeds Where Others Fall Balancing the Books with Outsourcing – Virtual Receptionists

READ MOREDetails
Event

Organizing an Event This Year? Here’s What You Need to Know.

We have all seen what a pandemic can do to the event industry. Not only that, but we have also seen how hard it is to organize a small gathering without breaking any laws. Depending on where you live, the laws may have been even worse than that. However, things are starting to get more relaxed in many parts of the world. We can’t guarantee the complete legality of events in your area, as we are not a law firm of any kind, but we can give you some sound advice to keep your events as much within the safety standards as possible.Venues Need to Rethink Their Communication StrategyCommunication is the key to creating a seamless experience for everyone involved. And in the current context, that is more evident than ever. Venues need to lay out their entire set of rules for the event to all the guests and staff. That way, you’ll be able to ensure that everyone knows what they need to do and that there won’t be any mishap. Ensure that your message gets across well without creating panic or confusion. The last thing we need after such a long pandemic is to prolong people’s fears.Use Digital Tools to Make Everything Better We live in a world where technology is widespread. Using the internet is as easy as ever, and staying connected is stupid-simple given the fact that almost everyone carries a smartphone. Make sure to use every tool at your disposal to plan ahead of time, keep in touch with vendors, sell tickets more easily, and plan out the layout of the building for the event. From mail apps to getting insurance for special events online, you can get a lot of things done with a simple computer or smartphone connected to the web.Practice Social Distancing When Planning Out the SeatingIdeally, you’ll want to leave a seat empty in every straight direction that the participant will be juxtaposed against. In short, leave one seat empty in front, in the back, and on the left and right side of each participant. Or, at the very least, leave a seat empty on their left and right, and try to distance the rows in front and back of each participant.Food and Beverages - Basic Rules If you’re going to organize a corporate event, then you’ll probably want to have a self-service buffet. That’s out of the question, unfortunately, given the current context. As long as you have a good catering service and preferably some professional waiters, you could try to organize a seated dining scenario. Alternatively, you could ask each participant what they would like to eat and order every meal in separate packaging. A more cost-saving solution would be to order pre-packed meals and keep them in the fridge until the attendees arrive. You will then place the meals on each attendee’s desk before they arrive. Handling meals carefully is a must.Ticketing AlternativesWhile there are bound to be people who will prefer physical tickets, we’d advise you to encourage them to grab their tickets online. Creating a purely online ticketing system saves you money, reduces the risk of spreading viruses, and greatly reduces the overall waiting time. Not only that, but it allows people to order their tickets from wherever they might be. So you won’t have to keep a physical operator at your booth and you’ll be able to sell tickets much more efficiently.Your Thoughts? If you follow our guidelines, your events should be practically safe against any virus. However, we’re curious to see if you’ve got any other suggestions to make events even safer for everyone involved. With that in mind, feel free to leave us a comment down below and share your thoughts with the rest of our community. Also, we would really appreciate it if you shared this article with your contact on social media. Thank you! Read Also:Choosing the best Photographer for your Event

READ MOREDetails