Part three of four.
Welcome to more reality. I’m so happy to present this (long) list to you, because I’m confident that thousands of better salespeople will emerge as a result of honest self-assessment and self-awareness, combined with a renewed dedication to self-improvement including you.
Here’s this weeks installment of the 29.5 of the biggest mistakes that salespeople make and the success tactics that will turn them into sales.
My challenge to you continues read this list and only think of yourself. The mistakes you made this morning are your opportunities for greatness this afternoon but only if you admit them. If you have the guts to rate your own reality. Read on and reap:
15. Being unprepared for objections. You know what the objections are. You haven’t heard a new one in years. Success tactic: Brainstorm solid responses with the entire sales team & upper management. Then work the answers into the presentation.
16. Downing the competition. It’s so easy to slam the other guy but it makes you look bad. It also creates doubt in the mind of the prospect. Doubt = delay. Success tactic: Sell for yourself, not against someone else. Substitute the words “industry standard” for competition. Never say one bad word about anyone else ever.
17. Arguing. Everyone loses an argument. The fool is the one who thinks he won. Success tactics: Agree first. Say, “I used to believe that, then _____(explain what changed your mind)_______ happened, and it changed my feelings about it.” Rule of thumb: Argue with your customers and your competition will settle the dispute.
18. Lying. Not big lies. Just “over promising.” Telling the customer “what he wants to hear” will get you a sale and into big trouble at the same time. The customer will eventually find out the truth making you look like even a bigger jerk. Success tactic: Tell the truth even if it hurts. The truth is short term pain a lie can cause permanent injury.
19. Being late. Lateness says I don’t respect your time. Lateness sets a tone about you, your company and your delivery. Success tactic: Set your watch 15 minutes ahead. Make your appointments 5 past the hour. If you’re going to be late, call ahead even if it’s just two or three minutes, it shows respect to call.
20. Showing greed. It shows. Too much pressure, poor attitude, impatience, thinking commission instead of help. Success tactic: Be cool. Just help the other person. If you help enough, all the money in the world is yours.
21. Poor followup. Not clearly establishing or tying down the next step in your sales cycle. Followup is 80% of sales. Poor followup guarantees one thing – poor results. Success tactic: If it’s a call back, make the prospect mark it in his or her calendar. When the customer says, “Call me back Tuesday at 11am,” you say, “Great, let’s mark our calendar’s right now, and I’ll call you at 11 on the dot.”
22. Thinking the customer will return your call. Right, and Santa will visit you on Groundhog’s Day. Success tactics: Get the administrative person on the other end to give you the best time to reach the decision maker. Call them back at the best time.
The good news is there are only 7.5 more reasons to go (unless you want to send me one you think I left out). The better than good news is none of these mistakes require a degree in nuclear physics to understand, admit or overcome.
The great news is you are in total control of your own situations. You rate yourself, you decide the remedy, you create the action plan for success, you implement it. What more could you ask for? The rest of the list? Next week.
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