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Attention Salespeople: Have You Made These Mistakes?

During the course of a month, I get plenty of sales calls. Frankly, I wish I had $1.00 for each one I receive. I think I could have retired five times already! I do meet with a number of salespeople during the course of the week and I still am amazed at some of the basic mistakes that salespeople make. Here are a quick five (in no particular order) that come to mind:

  • They don’t listen. If they are there to stress a certain product, they do it even though we might have no need for it or are doing it internally. No matter what happens they are very robotic and can’t deviate no matter what happens.
  • They don’t have an agenda! For me this really is a problem. I like to know what we are going to cover and how long it will take. The buttoned up salespeople will not only have an agenda but will ask for input.
  • They have given no thought to how they can help our business! Some of the salespeople are really good at getting a meeting but once they are in front of you they tend to go page by page in a presentation and can’t draw a compelling reason as to why we should be doing business with them. The goal of a salesperson is to BUILD A BRIDGE FROM THEIR PRODUCT OR SERVICE TO OUR COMPANY! For me it’s as simple as that.
  • Next steps? To me if you have a meeting, you should always have an idea of what the next steps are and absolutely confirm them with your client/prospect. I find very few people who do this consistently
  • And my number one favorite is no follow up. A few years ago I was at a joint MRA/AMA meeting and I was introduced to someone who asked me to volunteer some time for a program she was involved with. I was very excited about the program and helping her out. It involved children and I enjoy giving something back to the community. Guess what? She never called, never followed up and I never saw her again. All successful salespeople follow up and if they don’t it speaks volumes about who they are and the service you would get if you ever did business with them.

Have you ever had any of the ones I mentioned happen to you?

What are some of your favorite mistakes done by salespeople?

I look forward to reading your comments.

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