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Suggest You - Nine Common Mistakes Salespeople Make
Ever notice that negotiations usually go much better when there is a history of trust from previous successful negotiations? That is no accident. The good will that is built up over the years allows the other party to accept your positions at face value. However those negotiations can get flat and you might want to try something new as well. Here are some tips to build on that long term relationships during negotiations.Look To The Past For Inspiration.Usually I say look to the future, and that the past is called the past for a reason. That is because the usual
8. They see themselves as BEGGARS instead of DOCTORS.
Salespeople don't view their time with prospect as being spent conducting an interview to find out if the prospect qualifies to do business with their company. All too of
Once you’ve placed an order with your chosen wholesale supplier, you’ll have a bit of time before the shipment arrives to determine where you are going to store your newly acquired bulk reseller items.Depending on whether or not you’ve purchased something small (like Italian charm bracelets) or something larger (like computers) will determine on how much space you’ll need for your bulk reseller items. Also, some purchases (like clothing) may come in different sizes or colors which will need an organized space to store everything. Of course, if you’ve used a reputable d
Too many salespeople monopolize the time they have in front of prospect with their talk, only allowing the prospect to listen (whether or not it's interesting). For every hour they actually spend in front of a prospect, they spend five minutes selling their product or service...and fifty-five minutes buying it back, Result: "No order" or "Think it over".
2. They presume instead of ASKING QUESTIONS.
Salespeople seem to have all the solutions. In fact, most companies are no longer in the business of selling products, but instead are now in the business of selling solutions. The only problem with this is that too many salespeople try to tell the prospect the solution before they even understand the problem. If salespeople were held accountable for their solutions, as doctors are for prescriptions, they would be forced to examine the problem thoroughly before proposing a cure at the risk of malpractice. The salesperson must ask questions up front to insure a complete understanding of the prospect's perspective.
3. They ANSWER UNASKED QUESTIONS.
When a customer makes a statement such as "Your price is too high", salespeople automatically switch into a defensive mode. Often, the salesperson will begin a lengthy speech on quality or value...or they might respond with a concession...or a price reduction. If a customer can get a discount by merely making a statement, then maybe he shouldn't buy yet, until he tries something more powerful to get an even better price. "Your price is too high" is not a question! It does not require an answer.
4. They make TOO MANY FOLLOW-UP CALLS when the sale is actually dead.
Whether it is a stubborn attitude to turn every prospect into a customer, or ignorance of the fact that the sale is truly dead, too much time is spent on chasing accounts that don't qualify for a product or service. This should have been detected far earlier in the interview process.
5. They fail to get a COMMITMENT before closing sale.
Salespeople are too willing to jump at the opportunity to show how smart they are by making features and benefit presentations about their product or service. They miss their true goal-To make a sale-and end up merely educating their prospects, who then have all the information they need to help them buy from a competitor.
6. They chat about everything and AVOID STARTING THE SALE.
Building rapport is necessary and desirable...but all too often the small talk doesn't begin. Unfortunately, the prospect usually recognizes this before the salesperson is back on the street wondering how he or she did with that prospect.
7. They would rather hear "I want to think it over" than to hear the word "NO".
Prospects are constantly ending the sales interview with the standard "THINK IT OVER" line. The salesperson accepts this indecision and even sympathizes with the prospect. It's easier for the salesperson to tell the sales manager that the prospect may buy in the future, rather than to say that the prospect is not a qualified candidate for the product or service. After all, wasn't it the salesperson's job to go out and get prospects to say, "YES"? Getting the prospect to say "NO" can also produce feelings of personal rejection or failure.
8. They see themselves as BEGGARS instead of DOCTORS.
Salespeople don't view their time with prospect as being spent conducting an interview to find out if the prospect qualifies to do business with their company. All too oft
Working from home sounds like a great option doesn’t it? Certainly, you can read many articles on the Internet extolling the virtues of working from home and probably wish you could park your car in your garage and start telecommuting right away!I’ve worked from home for close to two years now and absolutely love it.This article will not list the benefits of working from home. Anyone can quickly figure out on their own that having no commute, no office politics, flexible work hours and closer proximity to your family are just four possible benefits that are achi
3. They ANSWER UNASKED QUESTIONS.
When a customer makes a statement such as "Your price is too high", salespeople automatically switch into a defensive mode. Often, the salesperson will begin a lengthy speech on quality or value...or they might respond with a concession...or a price reduction. If a customer can get a discount by merely making a statement, then maybe he shouldn't buy yet, until he tries something more powerful to get an even better price. "Your price is too high" is not a question! It does not require an answer.
4. They make TOO MANY FOLLOW-UP CALLS when the sale is actually dead.
Whether it is a stubborn attitude to turn every prospect into a customer, or ignorance of the fact that the sale is truly dead, too much time is spent on chasing accounts that don't qualify for a product or service. This should have been detected far earlier in the interview process.
5. They fail to get a COMMITMENT before closing sale.
Salespeople are too willing to jump at the opportunity to show how smart they are by making features and benefit presentations about their product or service. They miss their true goal-To make a sale-and end up merely educating their prospects, who then have all the information they need to help them buy from a competitor.
6. They chat about everything and AVOID STARTING THE SALE.
Building rapport is necessary and desirable...but all too often the small talk doesn't begin. Unfortunately, the prospect usually recognizes this before the salesperson is back on the street wondering how he or she did with that prospect.
7. They would rather hear "I want to think it over" than to hear the word "NO".
Prospects are constantly ending the sales interview with the standard "THINK IT OVER" line. The salesperson accepts this indecision and even sympathizes with the prospect. It's easier for the salesperson to tell the sales manager that the prospect may buy in the future, rather than to say that the prospect is not a qualified candidate for the product or service. After all, wasn't it the salesperson's job to go out and get prospects to say, "YES"? Getting the prospect to say "NO" can also produce feelings of personal rejection or failure.
8. They see themselves as BEGGARS instead of DOCTORS.
Salespeople don't view their time with prospect as being spent conducting an interview to find out if the prospect qualifies to do business with their company. All too of
Printing like many industries has seen the onset of chain businesses to meet the needs of the consumer and businesses. As technology has gotten better it has lowered the barrier of entry in skills that a printer must possess to produce a larger % of print jobs.Printing was a skill learned and it took years to train to be able to produce fine work. This is certainly still the case for most jobs but printing has segmented into different markets that are filled by different companies.The chain printer is more of a convenience printer. They turn quick jobs and are u
4. They make TOO MANY FOLLOW-UP CALLS when the sale is actually dead.
Whether it is a stubborn attitude to turn every prospect into a customer, or ignorance of the fact that the sale is truly dead, too much time is spent on chasing accounts that don't qualify for a product or service. This should have been detected far earlier in the interview process.
5. They fail to get a COMMITMENT before closing sale.
Salespeople are too willing to jump at the opportunity to show how smart they are by making features and benefit presentations about their product or service. They miss their true goal-To make a sale-and end up merely educating their prospects, who then have all the information they need to help them buy from a competitor.
6. They chat about everything and AVOID STARTING THE SALE.
Building rapport is necessary and desirable...but all too often the small talk doesn't begin. Unfortunately, the prospect usually recognizes this before the salesperson is back on the street wondering how he or she did with that prospect.
7. They would rather hear "I want to think it over" than to hear the word "NO".
Prospects are constantly ending the sales interview with the standard "THINK IT OVER" line. The salesperson accepts this indecision and even sympathizes with the prospect. It's easier for the salesperson to tell the sales manager that the prospect may buy in the future, rather than to say that the prospect is not a qualified candidate for the product or service. After all, wasn't it the salesperson's job to go out and get prospects to say, "YES"? Getting the prospect to say "NO" can also produce feelings of personal rejection or failure.
8. They see themselves as BEGGARS instead of DOCTORS.
Salespeople don't view their time with prospect as being spent conducting an interview to find out if the prospect qualifies to do business with their company. All too of
Douglas Wilder, former Governor of the Commonwealth of Virginia, and the first elected Black Governor in the United States gave me advice that I will never forget. He said, "From this point on, when you walk into a room, walk in that room like you own it, when you talk with people remember to stand on your principles, keep your word, and people will want to associate with you." His advice became synonymous with my career and everyday living.At the time, that advice seemed a bit arrogant, but in retrospect, his advice has granted me passages into many executive suites,
6. They chat about everything and AVOID STARTING THE SALE.
Building rapport is necessary and desirable...but all too often the small talk doesn't begin. Unfortunately, the prospect usually recognizes this before the salesperson is back on the street wondering how he or she did with that prospect.
7. They would rather hear "I want to think it over" than to hear the word "NO".
Prospects are constantly ending the sales interview with the standard "THINK IT OVER" line. The salesperson accepts this indecision and even sympathizes with the prospect. It's easier for the salesperson to tell the sales manager that the prospect may buy in the future, rather than to say that the prospect is not a qualified candidate for the product or service. After all, wasn't it the salesperson's job to go out and get prospects to say, "YES"? Getting the prospect to say "NO" can also produce feelings of personal rejection or failure.
8. They see themselves as BEGGARS instead of DOCTORS.
Salespeople don't view their time with prospect as being spent conducting an interview to find out if the prospect qualifies to do business with their company. All too of
Many professionals and managers are so involved in day-to-day crises and fighting fires that they forget about a key leadership characteristic: self-management. Effective leaders are first of all effective in managing themselves – their time, their focus, their emotions and their careers. It’s too late to figure out what’s next for you once your company has merged, had lay offs, changed strategy or whatever. Here are the biggest mistakes leaders make in their careers.Burning bridges along the way. Each profession may seem big – but, as you move up in yo
8. They see themselves as BEGGARS instead of DOCTORS.
Salespeople don't view their time with prospect as being spent conducting an interview to find out if the prospect qualifies to do business with their company. All too often a prospect really remains a SUSPECT and never gets to a more qualified level of PROSPECT or CUSTOMER. Salespeople often find themselves hoping...wishing... and even begging for the opportunity to just "show my wares" and maybe make a sale. This is like the physician who examines the patient thoroughly before making a recommendation. A doctor uses various instruments to conduct an examination of the patient. Salespeople should use questions as their instrument to conduct a qualifying examination of the prospect.
9. They work without a SYSTEMATIC APPROACH TO SELLING.
Salespeople find themselves ad-libbing or using a "hit" or "miss" approach to make the sale. They allow the prospect to control the selling process. Salespeople often leave the sales call feeling confused and not knowing where they stand. This happens because they don't know where they have been...and what the next step should be. The importance of following a specific sequence ad controlling the steps through the selling process is vital to the organized, professional salesperson's success.
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