excellence is most often earned
rather than learned.
Outstanding professionals continuously
seek to hone their skills
made and lessons learned in pursuit of
people in search of extraordinary
selling competence are no exception. There
has been an ongoing philosophical argument
among sales professionals whether extraordinary
sales people are born or made.
Most think born, because few people can
maintain consistent sales generation performance
within the same span of time needed to
most sales peoples compensation
is based on actual sales
orders obtained, not good intentions or
positive attitudes, the selling professions
relatively high rate of job
turnover is most often validated fraught
with intense frustration and an insurmountable
curve that crosses many industries,
is best achieved via real world practice
not sales training theory, supported by
guidance from others who have taken the
same career path previously and are generous
enough to share their learning experiences.
This article attempts to guide you past
the potholes on the road to
selling success. Like most professions,
the most common mistakes
made can be boiled down to a short list
of avoidable choices
many of us naturally make in our pursuit
to make a living.
10 SELLING MISTAKES YOU DON'T HAVE TO
Exhibiting Little Self Confidence:
is no direct place to send you to get
confidence. The more you have in selling
the better. Most importantly, the more
you exhibit to your existing or potential
the better your product
or service is perceived by them, the
greater your probability of continued
Stretching the Truth:
one likes getting lied to, especially
someone who is about to spend their hard
based on factual liberties told to them
from the sales representative. Maintain
your reputation first and foremost; it
supersedes you in every sales call. Honesty
should be the first adjective you want
most of your customers
to describe you with.
NOT Saying I Dont Know,
When you Dont Know:
is a classic selling mistake!
Discipline yourself to admit to your customer
that you dont know
It is most credible to say, I dont
know, but I will find out for you,
than to try to sound like you know what
youre talking about. As you continue
to practice this principle, your knowledge
base and your clients perception
expertise will continue to increase.
NOT Looking the Part
involves approaching strangers, people
who have never met you before. People
naturally base purchase decisions
on first impressions. Look the part you
are playing, or better yet, exceed the
common image expectation in
your industry. Always dress and groom
one level above your targeted audience.
It portrays success and gives you an opening
edge over your competition.
The least you can do is look like you
know what you are doing!
Not Knowing Your Competition:
owner, much less a sales person, should
know this common mistake! Think about
it, all you have to be is slightly better
than your most effective competitor to
get the order. Proactively research your
but more importantly, master your knowledge
of the specific sales representative you
actually compete with their habits,
weaknesses, pricing history and selling
Not Knowing Your Product or
it or not, depending most on your product
or service knowledge to get the order
is one of the most common mistakes made
in selling. Understanding the common application
benefits and associated features of your
offerings is critical,
but constantly regurgitating nebulous
product and services details to a customer
will quickly send them to your competitor.
Mastering knowledge of your competitors
offerings is also critical to selling
Not Filling Your Sales Pipeline:
matter what you sell, there evolves a
consistent selling time cycle that must
become an integral part of your selling
process. Knowing how long it typically
takes to get a sales order from initial
contact with the target customer equals
your sales pipeline. To maintain a consistent
earnings flow you need to have a constant
injection of the correct number of new
going into the front end of your sales
pipeline to get the guaranteed percentage
of orders that will close coming out.
Not Clearly Understanding Rejection:
is rejection intensive. It is absolutely
critical to understand and learn
to appreciate that a larger percent of
potential new customers will reject you
and your offering more than accept it.
Selling is a numbers game and unfortunately
to be successful
at it you have to learn that customer
rejection is not personal and nos
can be as valuable as yess!
Ineffective Use of Your Selling
average sales people spend most of there
prime selling time every day, getting
ready to get ready
driving, typing or sitting in meetings.
Typically from 8AM to 5PM a sales person
has only approximately eight hours to
be in front of customers or doing what
is necessary to get in front of customers.
Anything that can be done after
business hours should be done then
and only at that time.
Not Having a Selling System:
is a DIS-qualification process. If you
have not developed a methodical selling
process of disqualifying potential customers,
by systematically defining their problems,
their level of commitment
and financial resources to solve
and addressing the purchase decision
process involved, you should stay home!
Develop and use a selling system, refine
it continuously, and eventually master
it so you can leverage it over and over
without needing to think about it!
Many seasoned sales professionals believe
learning from your own real time
selling mistakes contributes more to eventual
career success than anything that can
be learned from someone elses experience
or teachings. That may or may not be true,
but, if you avoid these 10 common selling
mistakes your path to selling success
will be much shorter!
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