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3 Reasons This Method is Killing Your Sales

3 Reasons This Method is Killing Your Sales

December 04, 2024

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Car salesman, Keyshawn is getting hip to the importance of social selling and personal branding in sales. Instead of hounding prospects that show up to the dealership, Keyshawn hit social media to warn potential customers of vehicles to steer clear from when getting something for the family. Is he spot on in his criticisms? We’ll let you decide. In any case, he’s a good example of what the future of sales may very well look like. He’s also got over 700k followers on TikTok! ✌🏻

In Today’s Jam

Sales Tip of the Day: Elevate The Buying Experience
The Sales Lab: This Mistake Costs Sales Professionals THOUSANDS
Weekly Poll
Sales Q&A: SDR Interview. HELP
ABD – Always Be Disarming
Today’s Story & a Sales Scene

The Sales Lab🔬: This Mistake Costs Sales Professionals THOUSANDS

There’s an old belief in sales that if you get a prospect to say ‘yes’ 7-10 times, then the deal is as good as done; that if you can accomplish that, there’s as much as a 71% chance you’ll close.

But where’d that come from? And is it for real?

Let’s explore why this high-pressure tactic is a first class ticket to missing quota 😨

Questionable Data

The idea that getting a prospect to say yes 7 times is a sure-fire way to close them originates from a sales training company back in the 1950s. They wrote it in a sales book after conducting their own research on this method.

Now, this was also a tactic that they incorporated in their own training. Combine that with the fact that no one else has ever verified this method and the data becomes… questionable at best.

The Inherent Flaws of High-Pressure Sales

Most times high-pressure sales questions revolve around a series of unthoughtful, and manipulative questions—essentially trying to corner a prospect into agreeing with you that they need your product.

Every now and again you might get lucky, sure. But most times, people will get defensive and you’ll end up closing their wallets instead of the sale.

Questions like: “Hey Tom, you want to increase your ROI, right?” It’s cheap, it’s easy, and prospects can see what you’re doing from a mile away.

Typically, closing prospects with this method can have unwanted results. Sure, you can get them to sign up while under pressure, but then your company might end up with early cancellations, and requests for refunds, as soon you’re no longer around to pester them about it.

Most people are non confrontational, but these days a cancellation is done at the click of a button.

What to Do Instead

Allow prospects to feel in control: Place the customer in the driver’s seat by asking them if they’d like to discuss:

their uncomfortable present
their desired outcome
And whether their current solution is bridging that gap

Focus on what they feel, not what they think.

The bottom line is — buying is an emotional process. Or it should be if you’re ever trying to close on a consistent basis. Use phrases like “how you feel” as opposed to “what do you think” to avoid logical based thinking when engaging with prospects.

What's your current role?

Sales Q&A

SDR Interview. HELP

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It’s Time For That Dream Sales Job…💼

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Game Changers of the week🔥

Revenue Magazine is Apparently a Really Big Deal

If you spend a lot of time on Linkedin but find that good sales content is hard to come by, check out Revenue Magazine. Sales influencer Keenan recently shared it to his Linkedin and stands by it as an incredible source for top tier sales advice.

2025 Sales Statistics to Help You Smash Quota

70% of salespeople say using a CRM system is ‘very important’ for closing deals (The Linkedin State of Sales Report 2021)
- Translation: While tools can’t replace human connection, they are an important piece of the equation helping the best sellers to identify leads and boost efficiency.
72% of top performers (sellers who met quota by 125% or higher) say they ‘always’ put the buyer first (The Linkedin State of Sales Report 2021)
- Translation: If you aren’t meeting your goals, revisit your process and approach. Are you putting customers first? Are you even sure what that looks like?
82% of buyers accept meetings with sellers who proactively reach out (Top Performance in Sales Prospecting, RAIN Group)
- Translation: Cold calls and outreach emails are still effective ways to generate sales opportunities.
71% of buyers want to hear from sellers early in the buying process (Top Performance in Sales Prospecting, RAIN Group)
- Translation: The fact that buyers are more savvy and self-informed doesn’t negate the need for sales professionals to play the role of advisors.

A Sales Double Whammy: 10 Video Prospecting Examples

The end of 2024 is almost here — that means it’s time to start preparing that 2025 sales plan. Here’s a guide about what trends to look out for in 2025, including predictions on how data-driven decision making will transform B2B sales. Also, more sales leaders are pushing for video proposals. If you’re lost, check out these killer examples that’ll help you break ground on new territory — pun intended!

Always Be Disarming

You’ve heard about ABC – always be closing. We’ve found a fellow on the internet who kinda moved some things around and hit prospects with a curveball. Find out why ABD (always be disarming) is the way to go.