Bartercoach.net’s 7 Deadly Barter Sales Mistakes

1. Not Approaching as a Buyer• The barter industry is one

of the few industries that can effectively utilize the buyer’s approach . Always approach businesses that are requested by your clients…period. Reel in your prospects by having a set amount of future sales volume you are willing to commit to bring in the 1st 60 days.

2. Who Actually Needs Whom?• Stop being “needy.” We

have heard barter reps over and over say – “Boy, do we really need a tire store, vet, dentist, etc.” You are not there for a handout. Be prepared with a buyer’s order listing 3 of their top competitors. You are there to qualify them as a good potential applicant. Utilize the power of being able to select your industry partner.

3. “FBR” - Forget Building Rapport.• Stop being a cheesy

salesperson! When you walk in looking for family photos, college degrees, golf pictures, etc. and try to bond your motive is very transparent. You can’t build a friendship in 3 minutes so stop trying. Get to the point immediately. Time is more valuable now than ever.

4. Not Bringing The Pain.• Capitalize on the weakness of your

prospect. Without exposing their “pain” you will not be able to sell your solution.

• Good Pain Questions:

Are you in a position to take on more clients?

Do you have excess inventory?

Are you the top producing “fill in the blank” in your market?

Are your profit margins where you would like them to be?

Once the pain is exposed have your prospect expand each “pain” point.

5. Not Creating Urgency.

• Ask your brokerage team if their client requests are “Urgent.” The answer is a resounding “YES!.” Make a list of your brokers top needs and go after the types of businesses that are being requested. Be prepared with a minimum of 3 purchase order forms in hand prior to your arrival.

6. Not Making the Connection• We have always coached on

making the “Connection.” Barter is conceptual until you find a purchase the business owner is making in the next 30 -60 days. The connection can only be made by asking focused questions around the business owners upcoming expenditures. Focus on your prospects “needs.”

7. Failure To Network – Become the “Barter Expert.”

• Jeffery Gittomer has a “50 Butt Rule.” If there are 50 Butts networking in a room your butt should be there also.

• Networking Tip #1 : Ask questions about their company – get them to pitch you – don’t promote your agenda and try to close business at a networking function .

• Networking Tip #2 – Offer to send them some valuable information if you feel barter is a fit for their company.

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