Top Ten Selling Mistakes
Have your often thought that although as a sales professional you can place blame on others for slow sales, think you might be the cause?
Now I am not saying that you are poor sales professional. And, if you are engaged in this roller coaster profession and reading this article you must be good and must want to get better.
However we are all so very busy trying to get orders and finding new customers while servicing old ones that in the process and hurried pace we are making mistakes. And, because we are so very busy and because sales managers no longer ride shotgun, we are not cognizant of our errors.
After 18 solid years of sales and five full years in sales training and public speaking, I find myself, my staff and my customers making the same 10 mistakes on a daily or weekly basis. I make them, you make them and the novice and the expert too.
I recently worked with two very distinctive clients, one a multinational publishing firm and the other a sole proprietorship. Both the sales staff of the large corporation and the entrepreneur makes similar sales errors. When identified I then offered corrective measures; both noticed a sales improvement of 54% in four months.
1- No call preparation – Be Prepared
In many years of sales, representatives have a difficult time preparing for a call. If you are a telemarketer this is a difficult task if you speak with myriads of individuals in a specific time frame. Yet certain market demographics and psychographics can assist you in understanding buyer behavior.
