Avoid the Biggest Sales Mistakes
It has been a while since I last entered a blog here. I was looking for some fresh content and I came across another blogger by the name of Scott Bishop. His blog is called SmartMobile Pro and here is his link http://blog.smartmobilepro.com/2007/06/04/avoid-the-biggest-sales-mistakes/. I really liked his article on Avoid the Biggest Sales Mistakes. Here it is:
No business can survive without people who sell the company’s product or service, and no salesperson survives long making the same mistakes over and over again. Here are some of the most common-and most damaging mistakes a sales person can make:
- Lack of preparation- What do you plan to tell your prospect about your product or service? Develop a working outline that highlights all the benefits you offer. Then do some research on the prospect: Look at the annual reports, check trade journals, research on-line for helpful information.
- Not listening – Don’t fall into the trap of thinking that your job is to talk and the prospect’s role is to site silently and listen to your presentation. Let the prospect tell you what their needs are, then look for ways that your product/service meet those requirements.
- Not asking for the sale – Many salespeople forget this simple step. Nothing is wrong with asking the prospect to take you up on your offer, as long as you’re not too pushy about it.
- Moving too quickly- Instant rapport is difficult to achieve. Instead of trying to turn the prospect into a “buddy” right away, concentrate on maintaining a professional attitude. Let any relationship develop naturally.
- Not customizing the presentation to the prospect – A generic presentation isn’t as convincing as one personally tailored to your prospect. You can streamline this process by creating a master presentation and then removing/adding content to fit your audience.
- Poor follow-up – Too many salespeople close one deal and go on to the next. Keep track of your sales, and call prospects back to make sure they’re satisfied-and to see if you can help them with other products or services from your company.
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September 25, 2007 at 12:03 am
I ahve been a sales trainer for many years and now am a life coach, mainly dealing with small business.
In the interest of “enlightened-self interest” I think it comes down to the old system of “Stop selling – start helping.” This is igonored in all sales articles I have read.
Please excuse me if I am ignoring the etiquette on your site. But, with all modesty I am asking you to look at my article. I think it is the core of sales and is a true story.
http://www.personal-growth-with-corinne-edwards.com/sales-101-loving-the-people/
September 25, 2007 at 3:38 am
Corinne,
Thanks for commenting on this article. I dig what you are saying and I believe that you cannot succeed in sales with out passion for the product you are selling and the love for the people you are selling to. Your son seems to have both of these down pat and it does not surprise me that he is successful. These two characteristics along with a strong sales foundation is the recipe for success.
Would you mind if I post your article on my blog?
Joe
September 25, 2007 at 12:06 pm
You are welcome to print it , Joe. Usual credits and copyright please. Actually, I have written seven articles on sales. When I write some more, I may offer an E book.
September 25, 2007 at 5:53 pm
Let me know when you are puttting it up!
This material is copyrighted to Corinne Edwards 2007. It may be reproduced with my approval and appropriate identification to my site http://www.personal-growth-with-corinne-edwards.com.
Good luck with it! Hope your readers like it.