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The Top 7 Sales Blunders We all make mistakes when selling our product or service. I have received countless phone calls from sales people hawking their wares and trying to sell me 'stuff' I have no need for. Too many sales people talk too much during the sales interaction. If you sell a product or service, you have the obligation to ask the customer for a commitment, particularly if you have invested time assessing their needs and know that your product or service will solve a problem. Many people are concerned with coming across as pushy but as long as you ask for the sale in a non-threatening, confident manner, people will usually respond favorably. 7.Failing to prospect. However, the most successful sales people prospect all the time. Even the most seasoned sales professional makes mistakes from time to time. Article: The Top 7 Sales Blunders We all make mistakes when selling our product or service. Here are the most vapid mistakes people make. I have to confer citizenship I have made many of mistakes listed in this drug even though I have been teaching this stuff for not quite a decade. I hope you can learn from them. 1.Allowing a prospect to lead the sales process. The best way to control the sales interaction is to ask questions. This is also the best way of learning whether or not your product or service meets the needs of your prospect. Quality questions that uncover specific issues, problems, or corporate objectives are essential in helping you establish yourself as an expert. 2.Not completing pre-meeting research. succeeding several weeks of voice mail I finally connected with my prospect and scheduled a meeting. Unfortunately, I entered the meeting without first researching the company. Instead of presenting a solution to an existing problem, I spent the entire meeting learning fundamental information, which to senior executives, is a complete waste of their time. This be received is one of most unimpeachable mistakes. I have received countless phone calls from sales people hawking their wares and trying to sell me ‘stuff’ I have no need for. As a sole proprietor, I do not need a complex telephone system, non-essential employees, or an spontaneous payroll system. Invest the time learning in all directions your prospect before all you call them and in times past you try to schedule a meeting. 3.Talking too much. Too many sales people talk too much during the sales interaction. They espouse randomly their product, its feature, their service and so on. When I first store ground for my home I recall speaking to a sales person who told me how long he had been in the business, how smart he was, how good his carpets were, etc. But this dialogue did nothing to convince me that I should buy from him. Instead, I left the store thinking that he did not care on every side my specific needs. A friend of mine is in the publicity problem and often talks to prospects who initially request a quote for a specific build-up job. Instead of talking at great length along toward the ad agency’s experience and qualifications, he gets the potential inferior talking to and fro her business. By doing this he is able to determine the most effective strategy for that prospect. 4.Giving the prospect information that is irrelevant. When I worked in the corporate world I was subjected to countless presentations where the sales person shared information that was completely meaningless to me. I don’t care in reverse your financial sinking or who your clients are. Make the most of your presentation by telling me how I will offices from your product or service until I know how your product or service relates to my specific situation. 5.Not occurrence prepared. I remember inspiration a prospect expecting to receive his voice mail. That meant I was completely unprepared when he answered the call himself. Instead of him a series of qualifying questions I simply responded to his questions, lax him to control the sale. Unfortunately, I didn’t progress any further than that initial call. When you make a cold call or unfold a meeting with a prospect it is critical that you are prepared. This means having all relevant information at your fingertips including; pricing, testimonials, samples, and a list of questions you need to ask. I suggest creating a checklist of the vital information you will need and reviewing this list ere you make your call. You have exactly one opportunity to make a great first impression and you will not make it if you are not prepared. 6.Neglecting to ask for the sale. I recall a participant in one of my workshops expressing interest in my book. I told him to look through it but at no time did I ask for the sale. Later, I heard him express this observation to other participants in the program. If you sell a product or service, you have the obligation to ask the customer for a commitment, particularly if you have invested time gauging their needs and know that your product or service will solve a problem. Many people are concerned with assured of success fronting as pushy but as long as you ask for the sale in a non-threatening, confident manner, people will usually respond favorably. 7.Failing to prospect. This is one of the most cooperating mistakes independent work make. When motion is good many people stop prospecting, thinking that the flow of buffoonery will continue. However, the most successful sales people prospect all the time. They schedule prospecting time in their property roll every week. Even the most seasoned sales professional makes mistakes from time to time. keep hands off these blunders and increase the likelihood of the lag the sale. Copyright 2004, Kelley Robertson
Company > Careers @ Bit9
Careers @ Bit9Regional Account Manager (Mid-Atlantic)
Job Summary:
The Regional Account Manager is responsible for identifying, developing and closing new business and expanding revenue with established customers within an assigned territory.
Essential duties & responsibilities:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other duties may be assigned to meet business needs. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Essential responsibilities include:
Exceed booking and revenue quota targets
Target and gain access to decision makers in key prospect accounts
Develop and execute account strategy for major accounts and opportunities as per territory assignment
Establish access and relationships with key decision makers, typically at the CIO and CSO level
Work cooperatively with Bit9 Marketing to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level
Work cooperatively with Bit9 partners to leverage their established account presence and relationships
Qualify and understand prospect security priorities and provide compelling presentations of Bit9 solutions
Manage demonstration and evaluation activities with the help of the Technical Account Management team
Work cooperatively with Inside Sales to maximize territory productivity
Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com
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