Getting stuff done is easier with a system. So it's easy to understand (and find) the upside. So instead let's focus on information that's hard to find, THE CONS using a typical 5 step Sales Process
The Cons, using a typical 5 Step Sales Process
Step 1. Prospecting
It doesn't matter what you say (write), if you annoy someone they will remember you as annoying.
It's easy to annoy people. So never sell, pitch, trick or manipulate or anything that resembles any of these
Step 2. Qualifying
B.A.N.T. is a typical qualifying tool meaning - Budget, Authority, Need and Timing
You're trying to find out if they have enough money. How would you feel if you thought someone was doing that to you?
Next week / month they may have more money
Next week / month your price could drop
Maybe your price would drop for a huge order?
You will never really know who has POWER and who has INFLUENCE
Both can change over time
Now is not the right time - so you give up. However, If you call every quarter, then you control time
Professional negotiators won't tell you they need something
Needs change over time
Step 3. Presenting - traps
You present what YOU see as 'value', not what they see as value
You don't do a quick intro of YOU and your Business (Who, what, when, where, why, how and how much)
You didn't research their Business
You fluff about
You sidestep questions
You don't follow-up
Step 4. Objections
There's no such thing. If someone says it's too expensive, find out why. If you understand your (and your competitors) pricing, you simply have a discussion to justify your pricing. Don't fall into the trap of thinking 'objections' are bad. If you do, you are inviting 'burnout'
Step 5. Closing
How does that sound? How would you like to be 'closed'. Does it sound like they've got your money and they're on a plane to The Cayman Islands?
If long-term repeat-sales are the goal, then you should be planing the second-sale when you talk to a prospect, which means you should be constantly HELPING not closing
Yes the objective is to SELL. But it's a 'fine line'. If you try to close someone, they might see the Dollar Signs flash up in your eyes (like in those old cartoons). You won't see it. They will. Be careful