Sales Killer #1: Lack of professional appearance. If you want people to listen to you and heed your advice regarding your product or service, you have to come across--both in appearance and demeanor--as a professional expert. This means that you're appropriately groomed. You walk with confidence. People will buy from you based more on your conviction and enthusiasm for your product than they will your product knowledge.



Sales Killer #2: Talking too much. When you're talking, you're telling. When you ask questions to get clients talking about their needs, you're selling; you're finding out what they want to own. Only then can you guide them to the right product or service.

Sales Killer #3: Limited vocabulary. Words create pictures in our minds. Certain words that are inherent to selling turn people off. For example, I caution people in business to avoid using the word "contract" when handling the details of a large-ticket sale. We all know that contracts are legally binding documents and require legal efforts to get out of. If appropriate, call your contract an "agreement," "form" or "paperwork." The mental image is less threatening. Think about the words you use and replace any negative word-picture images with gentler, more positive ones.

Sales Killer #4: Not building rapport. Good rapport builds trust. No one will want to make a purchase from someone they don't like and trust. Don't just jump right into a presentation on your product. Get to know your client a bit.

Sales Killer #5: Not qualifying your prospects. A certain percentage of the people you talk with won't be good candidates for your product or service. If they don't have the need or the money for your product or service, there's no sale. Your challenge is to figure this out as early in your communication with them as possible. Come up with at least three or four questions, the answers to which will tell you if they're qualified to own your offering.