10
Common
Sales
Mistakes
Talking instead of listening
To many people monopolize the time that they have in front of there
prospect. The goal of a sales call should be to allow the prospect to do
the talking.
They presume instead of asking important questions
To many salespeople try to solve the problem before the true need of
there prospective customer is clearly stated.
Sales people answer un-asked questions
When a prospect states that your price is to high, salespeople go into a
defensive mode. Salespeople immediately lower price or offer
concessions. If it is not a question do not answer it.
Sales people do not get the prospect to reveal their budget
How can you offer a solution if you don't know the real problem or
issue? Seeing if the prospect has a set budget set aside will determine
how ready the prospect is for a solution to the problem.
Salespeople talk about every thing but the call
You must build a rapport and bonding. Do not waist all your time on
small talk. Time is limited in sales calls.
No selling system
Salespeople add-lib or wing it to make sales. Salespeople must control
the flow of sales calls. They need to have a system to keep organize.  It is
vital to a professional sales consultant.
Taking “maybe” instead of “no”
Salespeople take the think it over as a definite sale in the future. Nothing
could be further from the truth. The sales person sympathizes with the
prospect instead of getting a yes or a no.
They see themselves as non-equals to prospects
Sales people do not use their time with prospects as an interview. Where
they are exploring how to find solutions to the prospects problems. They
need to become more like a doctor that needs to understand before they
can prescribe a medication that will help their patient.
No commitments from their prospects
Sales people jump through hoops to show what they can do, often
educating the prospect on how to buy from their competitors.
Too many follow-ups to a dead sale
Do not chase accounts that will never become accounts! Many sales
people expend tremendous amounts of energy and company money
chasing a dead sale.
Learn
How to Sell and
Have Fun Doing It
REACH DEEP INTO THE REAL PERSON AND...
Have you often wondered why no matter how
hard and well you train your sales force,
improvement never comes at the rate you
would like? You are not alone.  This problem
has been re-occurring with sales managers and
business owners year after year after year.
Here are some common objections
sales professionals hear...
They resist your selling points.
That’s not the case with our company.
They will not make decisions.
Ok, let me think it over.
They always want a better price.
We don't have the money for that service.
When you believe you have a sale, they back down.
I want to close this after my conference next week…
Excuses are used to stall the close.
If this was the beginning of the fiscal year, then I...