The Top 11 Salesperson Blunders
- By Phil Glosserman
- Published February 2nd, 2012
- Business
- Unrated
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As sales coach, I've seen many a salesperson shoot him/herself in the foot. Here are the 11 most common blunders salespeople make:
1. They’re too pushy. Aggressive selling, sales tricks and techniques are dead. Today’s buyers have lots of choices and are more savvy than ever. You may get some sales using aggressive techniques, but your success will be short-lived, with little repeat business, and no chances for referrals.
2. They don't connect with their buyers. Because sales is a “relational business”, people buy based on feelings. Salespeople who focus only on the transaction miss the opportunity to connect with their buyers on an emotional level, which is where the where the motivation to buy is triggered.
3. They rely on cold calling. In today's marketplace, cold calling is not the best use of your time. You may have to make hundreds of calls to get one qualified lead. Plus, almost everyone hates cold calling. I recommend you exhaust all warm lead generation methods before resorting to cold calling.
4. They don't have referral system. Referrals are hands down the most effective way to gain new clients or customers. Unfortunately, most people don’t give unsolicited referrals, no matter how much they like you or your product or service. If you want referrals, you have to ask for them (but you have to ask the right people, at the right time, in the right way).
5. They sell as if they’re selling to
themselves. It’s about the buyer, not you. Rather than asking questions to determine the buyer’s mentality, needs, motivation, and decision-making process, many salespeople spew their own thoughts and feelings about their product or service.
6. They sell features rather than benefits. Even though the difference between features and benefits is well known to most salespeople, many continue to sell features instead of benefits.
7. They don’t prepare adequately. When calling on a business, you should always do your homework. Otherwise, or you may come of as “just another salesperson.” In the Internet Age, there is no excuse for not researching the company or person you’re calling on. If you don’t do it, your competitor will.
8. They avoid all objections. This kills sales. It's far more effective to flush up objections and handle them masterfully.
9. They stumble on the closing. Many salespeople blow deals that could have been theirs because they haven't yet learned how or when to close.
10. They don't follow up religiously. Follow-up is an indication of the quality of service the buyer can expect.
11. They don’t distinguish themselves from their competitors. If you sell your product or service like it's a commodity, people will treat it like a commodity and the only way you can compete is on price.
There they are: the top 11 sales blunders. If you want to take your sales and income to the next level, consider working with an experienced sales coach to enhance your competency and performance.
1. They’re too pushy. Aggressive selling, sales tricks and techniques are dead. Today’s buyers have lots of choices and are more savvy than ever. You may get some sales using aggressive techniques, but your success will be short-lived, with little repeat business, and no chances for referrals.
2. They don't connect with their buyers. Because sales is a “relational business”, people buy based on feelings. Salespeople who focus only on the transaction miss the opportunity to connect with their buyers on an emotional level, which is where the where the motivation to buy is triggered.
3. They rely on cold calling. In today's marketplace, cold calling is not the best use of your time. You may have to make hundreds of calls to get one qualified lead. Plus, almost everyone hates cold calling. I recommend you exhaust all warm lead generation methods before resorting to cold calling.
4. They don't have referral system. Referrals are hands down the most effective way to gain new clients or customers. Unfortunately, most people don’t give unsolicited referrals, no matter how much they like you or your product or service. If you want referrals, you have to ask for them (but you have to ask the right people, at the right time, in the right way).
5. They sell as if they’re selling to
6. They sell features rather than benefits. Even though the difference between features and benefits is well known to most salespeople, many continue to sell features instead of benefits.
7. They don’t prepare adequately. When calling on a business, you should always do your homework. Otherwise, or you may come of as “just another salesperson.” In the Internet Age, there is no excuse for not researching the company or person you’re calling on. If you don’t do it, your competitor will.
8. They avoid all objections. This kills sales. It's far more effective to flush up objections and handle them masterfully.
9. They stumble on the closing. Many salespeople blow deals that could have been theirs because they haven't yet learned how or when to close.
10. They don't follow up religiously. Follow-up is an indication of the quality of service the buyer can expect.
11. They don’t distinguish themselves from their competitors. If you sell your product or service like it's a commodity, people will treat it like a commodity and the only way you can compete is on price.
There they are: the top 11 sales blunders. If you want to take your sales and income to the next level, consider working with an experienced sales coach to enhance your competency and performance.
Written by Phil Glosserman
Phil Glosserman is a business and sales coach and trainer who works with entrepreneurs, executives, salespeople, and other professionals to enhance their competency and achieve a higher level of success and may be reached at www.philglosserman.com
