Common Sales Mistakes
Every salesperson talks about “Closing the sale.” The best salespeople understand that before you can close the sale, you must open it. What is opening? “Opening” means using well designed and delivered questions to thoroughly uncover as many aspects of the buying decision as possible. Too many salespeople mistakenly concern themselves with only the technical aspects of the sale, and neglect entirely some of…
Read MoreThe wise sales manager will require some minimum standard for entry level people, and then regular and continuous development of those who are on the inside.
Read MoreIn most surveys of what sales people really want from their managers, “direction and feedback” are often at the very top of the list.
Read MoreA highly focused, strategically-designed sales structure can be one of the company’s greatest assets, as it ultimately shapes the behavior of the sales force.
Read MoreThis is a Sandler Weekly Sales Tip from guest poster Shulman & Associates. The STORY: Nick figured that Heather was just another one of those prospects that had to run through every objection she could think of before making a decision. For the past 15 minutes, he had been doing nothing else and he was, he admitted to himself, gradually…
Read MoreAre there tasks you do which you refuse to teach anyone else? Make the best use of your time by showing someone how to do something you do.
Read MoreThis is a Sales Question and Answer article from guest poster Dave Kahle, author and leading sales educator. Q. In a situation where I have made contact with the decision maker, I have provided samples and prices but it needs to go to the prospects’ quality control department. Assuming that I have not been able to pre-schedule an in-person appointment…
Read MoreSales Question and Answer #39: How do you sell something if you don’t believe it is right for the customer?
Read MoreThis is a Sales Tip of the Week from guest poster Shulman & Associates. The STORY: Nick knew that the prospect was close to making a buying decision. Her eyes darted back and forth between her left hand and the window looking out into the parking lot. Just a little more pushing and he knew she’d close. “If you decide to…
Read MoreOver the decades that I’ve been involved in sales, I’ve worked with tens of thousands of sales people. Certain negative tendencies — mistakes that sales people make — keep surfacing. Here is number five of my top five. See to what degree you (or your sales force) may be guilty of them. Mistake Number Five: No investment in themselves. Here’s…
Read More