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7 Deadly Mistakes in the Sales Process

Guest post by: Manny Nowak

Article Overview: Great sales people really don't sell at all, instead they get their customers to buy. We all love to buy, but few of us love to be sold to. When will we understand that? Today I want to share with you 7 of the most deadly mistakes most sales people make.

7 Deadly Mistakes in the Sales Process

And remember – everyone of us is a sales person – we all have to sell something in our lives.

Great sales people really don't sell at all, instead they get their customers to buy. We all love to buy, but few of us love to be sold to. When will we understand that? Today I want to share with you 7 of the most deadly mistakes most sales people make.

Is this all the mistakes– no.

Do all sales people make all these mistakes – no.

How many can you afford to make – none.

Read and learn.

1. To many sales people do not know how to listen.

They still believe that old story about, “you will be great in sales because you love to talk”.

Wrong.

In fact, most sales people spend more than 75% of there time with their mouth closed and their ears open.

Have a problem selling? Close your mouth.

2. To many sales people are poor at follow up.

They don't get back to people when they said they would.

If you tell me, I will get back with you next Tuesday – then you better get back to me next Tuesday.

If you say I will send you a proposal by the end of the week – then you better do it.

Not selling – how consistent is your follow up?

With the tools available to day – never should you be unaware.

3. To many sales people don't make prospecting a part of their regular routine.

I don't care how busy you are.

How many customers you have.

If you don't prospect ever week – you will eventually run out of new business.

It is a fact of life.

Prospect when you are rolling in business and you never will stop rolling in business.

No business today? How long has it been since you regularly prospected?

4. To many sales people think networking takes to much time.

If you don't build a network your sales will dry up.

If you don't build a network – what will you do if you lose your job?

Networking creates leads.

Networking creates business.

Networking builds friendships (see number 7)

No business today – start working your network. Don't have a network – I see.

5. To many sales people think collections are not part of their job?

Everyone (other than people in the collections business) hate to collect.

Yet if a customer is not paying – why are you still letting them buy?

If they don't want to see you, is it because they are not paying?

If you have to be involved in collections – it keeps you closer to the customer.

The closer to the customer you are – the great chance for more business.

The great chance for referrals.

Customer not paying? Do you know why? You should.

6. To many sales people lack discipline.

To be successful in sales you have to have a daily plan.

To be successful in sales you have to have a time management process.

To be successful in sales, you have to do what you said you were going to do when you said you where going to do it. Period.

Not getting business? How disciplined are you?

7. To many sales people have never built a friendship with their customer?

Customers buy from those they like.

All things being equal.

All things not being equal.

Be a friend first and watch what happens.

If you don't have a relationship – then why would they keep buying from you.

Sales is serious business.

But it is a blast.

Look at what you are doing, check against these seven.

Do what you have to do to get back on the track.

Sales people win when customers buy. Plain and simple.

I love to win.

What about you?

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Article Tags: great selling, Sales, sales coaching, sales success, selling, selling tools



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