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' Not thinking BIG- why think at all? ' Not keeping your eye on the prize ' the relationship. ' Not picking up the telephone ' fear of rejection. ' Can't answer the question, 'Why should I do business with you?' ' Fear of change ' the devil you know is better than the one you don't. ' Can't define the ideal client. ' Don't have a database of prospects, which fit the ideal client profile. ' Don't know who the decision maker is within each company on your hot leads database. ' Your sales team is not disciplined. ' You can't track sales behaviors and activities on a daily basis. ' You don't have a hot leads database ' it's all in your head. ' You don't know have a good 30 second commercial - what to say if you call someone and they actually pickup the phone. ' There's no accountability. ' Poor daily sales behaviors. ' You're reactive rather than proactive. If you are feeling a little sick after reading this list, please give me a call. Article: Avoiding Every Day Sales Goofs A of mine once said to me, “It’s revived to do the right thing harshly than the wrong thing very well.” So it goes in sales. Try to do the right things, even if not very well, even if it hurts. You’re probably not guilty of committing any of the following sales goofs, however, if you see yourself in any of these situations, you might want to rethink your sales process: · baptism at the wrong level. · It’s all with respect to you and your company, not your prospect. · It’s value extra and not value first. · You can’t figure out the real problem, concern, and pain matter experienced by the prospect. · You are trying to sell something rather than provide a solution. · The prospect may not like you. · Blaming your empty sales pipeline on the economy. · Loving your bear a hand zone – you do the same thing over an over another time expecting different results. · tolerant your prospect to be in control. · manifestation needy and hungry. · You don’t leave each sales meeting or telephone call with a uncork next step..You are in course mode. · Talking 70 – 80% of the time during the sales call. · Selling on price rather than value. · hand condescending to prospects – you are smarter than them so you educate them. · resigned “THINK IT OVERS” as a good thing. · Not disarming objections early enough. · Projecting your personal opinions. · Not sure how to get the sale unventilated or unable to walk away. · Doing lots of proposals and quotes that don’t not convert to opportunities. · Fearing sales objections. · Presenting to the wrong people – non-decision makers. · Fearing failure rather than embracing failure. · Not thinking BIG- why think at all? · Not keeping your eye on the prize – the relationship. · Not picking up the telephone – fear of rejection. · Can’t return answer the question, “Why should I do consolidating company with you?” · Fear of return – the devil you know is renewed than the one you don’t. · Can’t define the ideal client. · Don’t have a database of prospects, which fit the ideal mark profile. · Don’t know who the decision maker is within each battalion on your hot leads database. · Your sales team is not disciplined. · You can’t track sales behaviors and function on a daily basis. · You don’t have a hot leads database – it’s all in your head. · You don’t know have a good 30 second workaday - what to say if you call someone and they indeed pickup the phone. · There’s no accountability. · Poor daily sales behaviors. · You’re reactive rather than proactive. If you are feeling a little sick since reading this list, please give me a call. I’d like to help you get on the road to recovery. “A journey of a thousand miles must enter with a single step.” Chinese proverb “When you find a fork in the road, take it” – Yogi Berra Good selling!! Ken Ken Levine Impact market Solutions, Inc. 508-845-8849 SELL MORE BY SELLING LESS www.impactbussolutions.com
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