We have very candid conversations with the sales professionals who come to our seminars and through those discussions weve discovered five critical errors that most salespeople make. Of course, we help them correct those mistakes, but its somewhat surprising as to how common they are.
Here are the mistakes, see if you commit them in your own sales career.
1. Failure to maintain a constant presence in the minds of prospects or customers. Quite simply, this is a failure to prospect consistently both outside and inside of existing accounts.
2. A tendency to focus on process over results. The consequence of this is a poorly executed system of prioritization that virtually cripples the salesperson from delivering effective, bottom line results. In short, they are focused on activities rather than results. As a consequence they believe theyre busy (and they are). They are just busy doing all of the wrong things.
3. Me too thinking. Salespeople fail to be creative and innovative. As a consequence, they dont differentiate themselves, their products or their organization from everyone else in the pack.
4. Failure to listen. This is, perhaps, the...
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