This week we are going to do a 180 and look at sales from the “half-empty” view of the glass. Rather than discuss a few positive things to do during your sales presentation or process, we are going to look at a few things that can really knock you on your can. Rather than knocking one out of the park, these things will send you straight back to the dugout.

Killer #1: Lack or Absence of Professionalism

First impressions can come in many forms. If you are phoning a lead or referral, your first impression is your tone of voice, vocabulary and conversational skills. If you are stopping in to see someone, meeting someone for the first time on an appointment or if you are attending a networking event, you first impression is your outward appearance. Yet another first impression is the one given through your marketing materials such as your web site, brochures and business cards.

A positive, favorable first impression holds the key to your opportunity for a second impression and a third and fourth. Put your best professional foot forward with all you do and live to make another sale!

Killer #2: No Rapport

A sale requires trust. Trust requires comfort and confidence. Comfort and confidence requires building rapport. Building rapport requires your time and effort to engage your customer and provide value through your actions and conversation. Unfortunately, many people think the presentation is the first step in making a sale. However, without rapport, you have not earned the opportunity to deliver your presentation.

Killer #3: Telling not Selling

Here is another trap many people fall into. Assuming a good first impression was made and that rapport has been established, many people will use their presentation to talk about all of the wonderful features their products or services possess. This is a sure-fire way to lose your customer and kill the sale. Your prospect could care less about the features. Rather, they want to know how those features will benefit them. How will they increase, efficiencies, productivity and profits? It is these types of outcomes that will draw them in to place an order!

Killer #4: Over-presenting and under-presenting

This killer is tied to the rapport requirement. During the rapport building, you should have discovered the triggers that will cause your prospect to become your customer. Now, during the presentation, once you’ve addressed and satisfied those triggers, close them. Too many salespeople feel they have to deliver their whole dog and pony show. By going on and on about things your prospects have no concern with, their desire wanes and their excitement diminishes. By the time you are done, they want to “think about it” a little because they forgot why they wanted to buy.

Conversely, not going over enough information or simply skimming over the details can give you a quick boot out the door, too! It may be the 952^nd time giving this same or similar presentation, but it is the very first time your prospect has heard it. Take the time to make sure you are as thorough as you need to be!

Killer #5: Dropping the Ball

This final killer can be the most devastating. You’ve managed to avoid the first four killers and secured an order, but your job does not stop here. You need to ensure everything is in place to deliver what you’ve sold. You also need to follow-up to ensure everything is working out the way they expected it to. Mishandling anything in this process could get your order cancelled and frustrate you with all of the time you lost. Worse yet, it could cost you all of the referral business that could have come your way. (Said with a shudder!!)

There you have it. Five “glass-half-empty” pitfalls you must avoid to ensure that your cup runneth over! Now, go get ‘em!