13 MAY Burping the Baby
Steer clear of 'burping the baby'.
The increase in use of the 'burping the baby' technique in sales situations is leading to an unprecedented high in alienating customers and firmly closing sales doors.
The 'burping the baby' approach is when sales people re-approach customers who have previously declined a product of service, with the aim of repeating the same sales pitch in order to clinch a sale.
However, this method of sales is proven to be highly unsuccessful.
Why? Well, in order to tempt a customer who has previously rejected a product or service, the sales person will need to resort to unworkable discounts in price and make unrealistic promises. This technique will inevitably end in disappointment for the prospect, when their promised three-day delivery time turns into a fortnight.
This sales scenario is being used more and more, mainly down to laziness. Contacting old prospects is less work than researching new ones, and sales people often find themselves hoping the customer will have to say yes in the end. If only to shut them up!
Nevertheless, an existing client who previously refused a product or service can still become an active customer. As long as the same sales pitch which was ineffective the first time round, isn't used again. Prospects know when they are getting the 'run around' and will see nothing has changed, ie. they refuse to be 'burped'.
My motto is 'when you re-approach, take a different approach'.
In my experience, in order to achieve sales success, each and every pitch must be treated as a new pitch, and sales people must learn from past experiences and possible mistakes they may have made.
The increasing practice of 'burping the baby' must be eradicated and when contacting existing prospects, the sales pitch must be honed and polished as if it were the first.
To be successful at sales takes a great deal of hard work and perseverance. It's not easy being a great sales person, but in order to get a 'yes' from clients, avoid 'burping the baby' at all costs.