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Weekly Business Development Tip
Avoiding Some Foolish Sales Mistakes
Sales people make mistakes. Sometimes sales people make a lot of mistakes. Unfortunately, we don't always learn form our mistakes. We keep doing the same things over and again, expecting different results. This is the definition of insanity.
Here's a list of some dumb, foolish things that sales people do over and over again:
- You fail to develop multiple contacts within your client's organization. You rely on one person to protect your account and more often than not, this person is not the final decision maker. Life happens. People retire, they die, they resign, they get fired and every now and again they win the lottery. If Charlie, Director of Facilities, at ABC Company wins the Lottery, where do you think you will end up on his list of priorities?
- You put your business in the hands of mid level or lower level managers. Typically these people cannot make decisions, cannot write a check and are gatekeepers at best. Make your first call to the CEO.
- Telling your prospects you're the new sales person at the company. How do you feel about dealing with inexperienced people? You may have to fake it till you make it, but don't announce your lack of experience. The next time you get on a jumbo jet, imagine how you would feel if the Captain got on the intercom and announced, "Welcome aboard. This is my first flight in a jet aircraft. Yesterday I was flying small, single engine airplanes, took my FAA flight exam and finally passed after the 3rd attempt. Here I am today flying the 747 Jumbo Jet." Would you be a little nervous?
- You don't do agreements. You do price driven proposals and/or constantly negotiating your fees. Plant your feet. Create value. Don't come across as a vendor. Be a resource to your clients.
- Showing up unannounced or making a telephone call to your prospect to "check in, see how things are going." If you are going to show up, have an agenda.
- Talking too much – you simply blow the call because you do all of the talking and your prospect doesn't want to listen.
- You don't prepare for your sales call. You wing it. You are then kicked to the curb.
- You don't create a personal brand. When it comes to sales, people don't buy the product, they don't buy the company they buy the person they are working with. People don't want to be sold, however, they love to make buying decisions. You need to brand yourself. You need to develop your own style and distinguish yourself from the competition
- Instead of focusing on win-win with your prospects, you focus on win – lose. It's all about you. Instead of trying to help your prospect solve a problem, you want to win, beat them, and take them to the mat. In the end, you will lose anyway.
- You don't make your family the most important thing in your life..you are consumed by your work. Unfortunately, bad things happen and then it's all regrets. It's too late then. Get your priorities in order.
- You don't have a daily priority list. You get through the day by multitasking. Try bringing some order to your life.
- You give your cell phone # to everyone and you never turn it off..especially at night and on the weekends. Please refer back to the dumb move about not making your family the most important thing in your life.
"Nothing in life is more remarkable than the unnecessary anxiety which we endure, and generally create for ourselves."
– Benjamin Disraeli
P.S. Your e-mail address will never be shared. If, for any reason, you don't want to receive my weekly sales and business development tips, just let me know and the emails will vanish from your life immediately.
Good selling!!
Ken
Ken Levine
Impact Business Solutions, Inc.
508-845-8849
SELL MORE BY SELLING LESS
www.impactbussolutions.com
Call toll free: 877-845-8849
