1999 Predictions for Salespeople.

1999 Predictions for Salespeople.

Written By Jeffrey Gitomer
@GITOMER

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.

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2004 Predictions for Salespeople.

How will it go for you in 2004? Here are some things gathered from my crystal ball and a bunch of people you think are hot prospects, a few irritated customers, a couple of tightwad buyers, and a sales manager in a pear tree. Some of these predictions are tongue and cheek — or are they?

Here is what I predict will happen in 2004:

  • Your phone calls won’t get returned.

  • The prospect who says “Call me Tuesday at 10am for the answer,” won’t be there when you call.

  • The prospect for your most important sales meeting will call to reschedule — several months from now.

  • You will be kept waiting.

  • People will tell you “no.”

  • You will think of switching jobs more than once.

  • Someone will tell you your price is too high. Once a week.

  • You will be out-sold by a competitor.

  • You will blame other people for not making a sale (and it was your fault).

  • You will quit early on days you make a sale instead of pushing for another one (like you know you should).

  • An unexpected bill will come up that could have been paid had you made one more sale (see above).

  • Your parents or spouse will ask you when you will get a real job.

  • Your prospect will ask you a question you don’t know the answer to at a crucial time in the presentation.

  • At some point you will think everyone is stupid except you (and you will be wrong).

  • You will think about reading a book, put it off, and reach for the remote.

  • You will miss selling opportunities at dinner and parties where people ask you what you do, because you have not practiced a 30-second personal commercial, and you forgot to bring a business card.

  • You will be with a group of sales people and everyone will be bragging about sales they made, and they will all be lying.

  • You will send your customer to a competitor without knowing it (poor service) and wonder why you never got repeat business.

  • You will make several statements you will wish you never said.

  • You will wish your prices were lower. Once a week.

  • You will complain about your prices to your boss. Once a week.

  • You will finally realize that price is not the issue. It’s value.

  • You will think, “This place can’t make it without me,” and you will be wrong.

  • You will start all over again in the selling process with renewed enthusiasm.

  • You will get angry at someone else’s voice mail and wish it didn’t exist. Then your company will install automated attendant and make all your customers angry.

  • Your mother will call your company and the temporary receptionist will say they don’t know you.

  • You will have your hot prospect call what you think is a happy client. Your client will say they haven’t done business with you in a while and have since switched vendors.

  • You will be treated rudely by someone else in sales.

  • Someone in your company will lose a client for you through lack of action because they felt “It wasn’t their job”.

  • Someone in your company will argue with an angry customer. They will win the argument and lose the customer.

  • Your competitors will come out with a better quality product than the one you are selling.

  • You will have a big sale fall through at the end of the month.

  • Someone will cancel an order and ask for a refund.

  • Someone will call in a big unsolicited order. You will go around bragging how you made the sale.

  • One of your co-workers will make a sale and a commission for your work. And they will take all the credit for it.

  • You will bump into one of your big customers at a networking event and forget his name. (And he will be the only guy with out a name tag.)

  • You will lose a sale because you failed to listen.

  • You will lose a customer because you failed to listen.

  • The boss will offer you a free seminar on “listening” and you’ll say, “I don’t have time.”

  • Someone in your collections department with a one-minute phone call to a customer, will destroy a relationship that took you a year to establish.

  • You will get some free advertising by word-of-mouth from a happy customer (this will only happen if you work hard).

  • You will win a sale from your competitor. You will see him later that day and gloat.

  • You will resist the urge to down the competition even when the opportunity is ripe.

  • You will make 20% of your sales on off hours.

  • You will be recognized by the president of your company. (It’s not clear if it’s good or bad — seems like that’s up to you.)

  • You will invest in a pager. Finally.

  • You will invest in a lap top computer (and contact management software). Finally.

  • You will invest in a cell phone. Finally.

  • You will invest in a personal website to learn more about the web before it’s too late (HINT: 2005 is too late)

  • You will listen to sales and attitude tapes in your car instead of Rush Limpjaw (check spelling).

  • You will attend a seminar that will change your selling attitude. It could change your career — all you’d have to do is take action.

  • You will be talked about after you leave a sale for “having done all the right things.”

  • You will celebrate with your customer after a big sale, because they were as happy to buy as you were to sell.

  • You will just “be yourself” and make a sale.

  • You will have a healthy, happy, prosperous New Year. And all your marginal sales will come through — just before the end of the month.

    Jeffrey Gitomer is the author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts training programs on selling and customer service. He can be reached at 704/333-1112 or e-mail to salesman@gitomer.com