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Not Listening:
Many sales people feel it's their job to talk and the prospect's job to listen. Let the prospect talk and lead them through the process with open ended questions. As you compile information, look for ways to meet their requirements.
Not Asking for the Order:
Many sales people either forget or are afraid to ask for the order. This is your job and a prospect will understand this, just don't get too pushy.
Moving Too Quickly:
Most sales are obtained after eight calls, while most sales people quit after five calls. Trust and rapport with the prospect takes time to cultivate. Today the key is to build the long term relationship rather than a quick sale. Develop patience.
A Generic Presentation:
Every prospect has unique needs. There is no doubt that many have similar requirements. However a generic presentation is the easy way out that shows your lack of interest in the needs of the prospect. A tailored presentation is more convincing and demonstrates your interest in solving the prospect's problems.
Poor or No Follow-up:
The sale is consummated when the customer's needs and expectations are met, not when the sales is closed. Too many salespeople feel their job is done when the sale has been consummated. They move on to the next prospect and never follow-up to assure satisfaction. They fail to build the relationship and lose out on future sales opportunities.
Something to Think About
Most of the most common sales mistakes are made by a sales person who is too lazy to do the things they need to do to succeed. With this in mind, consider the following points:
1. Have you ever committed one of these major mistakes? What happened? Explain.
2. What can you do to avoid these mistakes on a consistent basis? Explain.
-- By Timothy F. Bednarz, PhD
Timothy F. Bednarz, PhD is the Principal Partner of the American Management Development Group. He can be reached at 800.654-4935 or amdg@charter.net. Find out more at www.LetsTalkSelling.com.
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