The 7 Habits of Highly Ineffective Salespeople
The 7 Habits of Highly Ineffective Salespeople
By Larry Pinci & Phil Glosserman
In coaching and training thousands people, we've identified 7 harmful habits that hold people back in their business-development efforts and kill sales. Warning: Having even one of these habits is a roadblock to achieving your potential in business. Do any of these sound familiar?
1. Verbal diarrhea – They spew out their offer, knowledge, or qualifications, leaving the buyer feeling un-listened to. It’s not about you—it’s about the person in front of you. Stop talking and listen.
2. OAD (Objection Avoidance Disorder) – They avoid objections because they erroneously believe they’re a sign of losing the sale. Always flush up and handle objections, or else you’ll flush down opportunities.
3. Referral Deferral – They hope business referrals will fall from the sky and drop into their lap, rather than asking for them directly. Ask your satisfied clients and customers for referrals.
4. Deal blindness – They’re so focused on the deal at hand, that they slow down or skip prospecting. Pace yourself to close deals while continuing to create possibilities for future ones.
5. Preparation Deprivation – They fail to prepare adequately for meetings. These days, anyone who doesn’t use the Internet and other available sources to find out everything about prospects and their companies is just plain sloppy…or lazy. Before every meeting, investigate your buyer, prepare your materials and questions, and put yourself in a positive, powerful, proactive state of mind.
6. Assumption Dysfunction – They assume their buyer’s wants, needs, and pain-points, rather than taking the time and care to find out. Most people resent being told what they want, need, or should do. Ask questions, listen for the need, and fill it.
7. Close-aphobia – They don’t know how or when to close, so they just keep talking or meeting, thinking that the sale will close itself. Recognize when to close, ask a closing question, shut up, and wait for a response.
There you have it: The 7 Habits of Highly Ineffective Salespeople. If you’re ready to master the art of influence and cultivate the most effective habits for bringing in business, read Sell the Feeling: The 6-Step System that Drives people to Do Business with You.
The 7 Habits of Highly Ineffective Salespeople - To learn more about this author, visit Phil Glosserman's Website.
Like this article? Share it with your friends
The 7 Habits of Highly Ineffective Salespeople
By Larry Pinci & Phil Glosserman
In coaching and training thousands people, we've identified 7 harmful habits that hold people back in their business-development efforts and kill sales. Warning: Having even one of these habits is a roadblock to achieving your potential in business. Do any of these sound familiar?
1. Verbal diarrhea – They spew out their offer, knowledge, or qualifications, leaving the buyer feeling un-listened to. It’s not about you—it’s about the person in front of you. Stop talking and listen.
2. OAD (Objection Avoidance Disorder) – They avoid objections because they erroneously believe they’re a sign of losing the sale. Always flush up and handle objections, or else you’ll flush down opportunities.
3. Referral Deferral – They hope business referrals will fall from the sky and drop into their lap, rather than asking for them directly. Ask your satisfied clients and customers for referrals.
4. Deal blindness – They’re so focused on the deal at hand, that they slow down or skip prospecting. Pace yourself to close deals while continuing to create possibilities for future ones.
5. Preparation Deprivation – They fail to prepare adequately for meetings. These days, anyone who doesn’t use the Internet and other available sources to find out everything about prospects and their companies is just plain sloppy…or lazy. Before every meeting, investigate your buyer, prepare your materials and questions, and put yourself in a positive, powerful, proactive state of mind.
6. Assumption Dysfunction – They assume their buyer’s wants, needs, and pain-points, rather than taking the time and care to find out. Most people resent being told what they want, need, or should do. Ask questions, listen for the need, and fill it.
7. Close-aphobia – They don’t know how or when to close, so they just keep talking or meeting, thinking that the sale will close itself. Recognize when to close, ask a closing question, shut up, and wait for a response.
There you have it: The 7 Habits of Highly Ineffective Salespeople. If you’re ready to master the art of influence and cultivate the most effective habits for bringing in business, read Sell the Feeling: The 6-Step System that Drives people to Do Business with You.
The 7 Habits of Highly Ineffective Salespeople - To learn more about this author, visit Phil Glosserman's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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