Ten Common Selling Mistakes
...and how to avoid them
1. Don't Talk ...When You Should be Listening!
Your prospect should do 90% of the talking. When you're giving information
you are not getting it. Selling isn't telling.
2. Don't Assume ... Ask!
Don't think you have all the answers before you know the real problem.
Stay curious! Keep looking for the prospect's real issues. They are often
neither the ones the prospect initially talks about nor what you initially
thought they were.
3. Don't Answer Unasked Questions!
A statement is not a question. If you respond to “your price is high”
before you know what the statement means, you may end up putting a lot
of unnecessary pressure on yourself by bringing up issues that hadn't occurred
to your prospect. Frequently a question hides the “real” question....find
out what it is before you paint yourself into a corner. (See Mistake #
2)
4. Get the Prospect to Reveal the Budget Up
Front!
How many presentations are you doing to prospects who cannot or will
not afford your product or service? Why waste your time and theirs telling
them about solutions they can never afford?
5. Stop Poking Dead Bodies!
Sales people all too often chase accounts they cant sell rather than
hear the “N” word. The second best word in sales is “no”. The professional
knows not everyone can be sold and is OK with a “NO” when a prospect doesn't
qualify.
6. Get A Commitment To Make a Decision!
Before you make any kind of presentation be sure to get a commitment
about what will happen next. This means a “yes” or “no”, not a “think it
over”. “What happens next” should be clearly defined and understood by
both you and your prospect.
7. Build Rapport, but Stop Chatting!
Some sales people just jump right in and start “pitching” regardless
of whether the prospect is comfortable... or they never stop chatting and
get down to business. Establish a relationship but don't forget why you
are there. No social calls in professional sales!
8. Be a Consultant, not a “Beggar”!
Salespeople seem to forget that they have rights too! Remember: your
clients probably benefit more from the transaction than you do and it is
more important to have your client's respect than their approval.
9. Find Out What It Will Take to Make the Sale!
All too often sales people never really determine what it will take
in order to make the sale. They just go in touting features, benefits and
price without gaining an understanding of what has to happen with the prospect/company
in order for the sale to happen. Don't fly blind hoping things will just
work out.
10. Use a Systematic Approach to Selling!
Professional salespeople always know where they are and what needs
to happen next. Salespeople who tend to “wing it” spend too much time thinking
about themselves when they should be paying attention to their prospect.
When you always know where you are you feel less pressure and are more
effective at getting decisions.
JUMProductions
po box 522
arlington, tx 76004
vox 817.261.2108 fax 801.881.2717
contact us via email
copyright 2003 JUMProductions/Michael J. Stammer, All Rights Reserved
JUMProductions, the JUMProductions wordmark and the gyroscope logo
are all trademarks of JUMProductions and Michael J Stammer.