Mistakes Made by New or Inexperienced Sales Staff

by Canadian Sales Trainer, Bob ‘Idea Man’ Hooey

Why is it ‘senior’ sales staff are more effective and more productive in their sales efforts? Could it be that they've learned the value of these simple points that help them sell better?

The essence of true customer service is a commitment to providing them with the most professional sales and service possible. But, there are some pitfalls here as well.

1.Lack of preparation. There is an old saying: "Success happens when opportunity meets preparedness!"

2. Not listening. 90% of salespeople never listen, and are doomed to ineffectiveness.

3. Failing to ask for the order. Most of the studies I've read, show that 70% of all sales folks NEVER ask for the order. Do yours?

4.Poor or no follow up. Follow up and follow through is where 90% of all great sales are made.

5. Small thinking. Want bigger sales? You must think bigger. Ask these questions: "How high is high? What is my maximum potential?"

6. Failing to establish and/or maintain rapport.

7. Failing to really commit and establish themselves as experts in their field.

Ask yourself how you fare on each of these areas. Would you give yourself a passing mark? Which ones would need a little work? How will you change to make sure you give your customers the most professional service possible?

Give your team a chance to win by reminding them of these success tactics. Remind them to keep focused and keep working toward their goals of helping the client make a decision that is good for the client and profitable for the company. How can you help them make the changes they need to become a professional sales person and provide value-added service?

© Copyright 2006 Bob 'Idea Man' Hooey

About the author:

Bob ‘Idea Man’ Hooey, CKD-Emeritus is the author of 9 books including (Secrets of Effective Customer Service, Prepare Yourself to WIN! and Creating Time to Sell, Lead or Manage), and one of only 48 Internationally Accredited Professional Speakers. His articles to enhance productivity have appeared in local and North American trade journals, on-line and consumer publications. His free, online 'zine, Ideas@work can be subscribed by visiting his site


Canadian Ideaman, Bob Hooey is an acknowledged expert who will equip and motivate your leadership and employees to grow and win! Bob is the author of 10 business, leadership and career building books including two on sales. He is a frequent contributor and columnist for North American consumer, corporate, association, on-line trade publications on diverse topics, eg: productivity, creativity and innovation, leadership, teamwork, sales, management, training, motivation, customer service, and m...

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