Difference between revisions of "Flagging landmines"
Jump to navigation
Jump to search
| Line 5: | Line 5: | ||
# Unarticulated loyalty to a competitors product | # Unarticulated loyalty to a competitors product | ||
# Commitment to buy from someone else (using you as a second bid) | # Commitment to buy from someone else (using you as a second bid) | ||
| − | # | + | # Embarrassing fact (bad credit) that the customer does not want to reveal |
| − | # Conflict between two parties at the | + | # Conflict between two parties at the buying side |
# Talking to customers far ''above'' or ''below'' their level of understanding. | # Talking to customers far ''above'' or ''below'' their level of understanding. | ||
## In the first case (above) you lose them | ## In the first case (above) you lose them | ||
| Line 12: | Line 12: | ||
# Addressing your sales pitch to the wrong person/group within the customer | # Addressing your sales pitch to the wrong person/group within the customer | ||
# Assuming you know what the customer drove to your product / market. '''Don't assume: ask!''' | # Assuming you know what the customer drove to your product / market. '''Don't assume: ask!''' | ||
| − | [[Category: | + | |
| + | [[Category:sales]] | ||
[[Category:How you make the sale]] | [[Category:How you make the sale]] | ||
[[Category:Term]] | [[Category:Term]] | ||
Latest revision as of 20:26, 27 August 2020
In How you make the sale a flagging landmine is defined as a hidden piece of information that, when you stray across it, it carries the danger that it might blow your sale completely away. Generally applicable landmines include:
- Previous bad experiences with the company you represent
- Previous bad experiences with the product you represent
- Previous bad experiences with you. You can't remember them all but people will remember you
- Unarticulated loyalty to a competitors product
- Commitment to buy from someone else (using you as a second bid)
- Embarrassing fact (bad credit) that the customer does not want to reveal
- Conflict between two parties at the buying side
- Talking to customers far above or below their level of understanding.
- In the first case (above) you lose them
- In the second case (below) you irritate them
- Addressing your sales pitch to the wrong person/group within the customer
- Assuming you know what the customer drove to your product / market. Don't assume: ask!
