NO opportunity is missed , overlooked , and BURNED . Now , here ’ s a list of ways your employees are sabotaging your marketing and your business .
1
Ignoring Your Procedures , Processes , Scripts , And Rules And Doing Whatever THEY Want To Do I often remind my sales team that there ’ s not 100 “ best ” ways to close a sale , overcome an objection , or book an appointment . There ’ s one best way — let ’ s find out what that way is and rinse and repeat . Since we ’ ve already done a lot of testing and refinement to find a system that works , I do not want you to come in and deviate from that recipe unless we are doing so as a controlled test to see if we can beat the best methods we have . Not innovate , not “ sort of ” say things that way , but follow the process . Of course , a lot of people don ’ t want to be that disciplined in their speech and methods , and those people need to have their futures freed up ( fired ).
2Telling Prospects And Customers Your Prices Are Too High Twice I ’ ve had a salesperson look me in the eye and whisper that I ought to go buy from a competitor , and / or they give me an alternative place to purchase what I was thinking about buying . The other day , while in a cosmetics store , another customer commented to her husband , who was standing next to her , about the prices being high . The clerk , overhearing what she said , snidely replied , “ The owners love to mark the prices up on everything around here and take pride in overcharging everyone ,” implying she agreed with the customer and that the owners were greedy bastards who found glee in “ sticking it to ” their clients . Another friend of mine was sitting in a dental practice when he overheard a patient complaining about the fees he was being charged . The secretary replied , “ I know . I have a friend working at another dental practice that doesn ’ t charge anywhere near what we charge and does just as good a job , but the doctor just bought a new Jaguar and has to pay for it somehow …” No , I ’ m not kidding . And if you don ’ t think that conversation is going on somewhere in your business , with your salespeople , you ’ re grossly mistaken . It does happen and will happen , unless you are on the watch for it .
3Treating Inbound Leads And Calls From Prospects As An Annoying , Bothersome Interruption That Should Be Ignored ( If Possible ) Or At Least Dealt With As Swiftly And Plainly As Possible They are not eagerly jumping to answer the phone but letting it roll to voicemail . If they happen to pick up , their annoyance with the “ interruption ” is obvious in their voice . They make no effort to capture the name and full contact details of the person who ’ s called and don ’ t try to facilitate the sale by booking a consultation or appointment and promising to send out follow-up information by email and mail . They answer the questions fired at them as simply as possible , offering the laziest “ I don ’ t know ” and “ I can ’ t help you with that ” answers , and hang up . The end . Remember , your hottest leads are going to call your office . If you ’ ve not scripted out what ’ s supposed to happen , formulated answers to frequently asked questions , and trained the
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