It’s not my nature to be negative, but sometimes the best ways to point things out is by expressing it in a negative manner.
Here are 10 mistakes salespeople make (hopefully you will see why you can’t afford to make even one of them!)
1. Failing to gain a relationship with others beyond just the buyer.
Don’t kid yourself. Your buyer is not going to be your buyer forever. The deeper your relationships with others, the more valuable you’ll be seen.
2. Failing to keep accurate records that include everything the customer talks about.
No one’s memory is perfect. Record everything you hear and everything you see. The information will pay huge rewards long-term, no matter how trivial it might seem at the moment.
3. Failing to know who the customer’s customer is.
Everyone has a customer they’re serving. Who is it? How can you help your customer help them better? You will never be seen as a strategic salesperson unless you know the customer’s customer well.
4. Failing to know the objectives of the business you’re selling to.
This is basic, and yet far too many salespeople are clueless in knowing what their customer’s business plan is.
5. Failing to know the personal motivators and objectives of the people you’re selling to.
We’re all human with our own set of values, objectives and motivators. You can’t lead anyone until you know what these are.
6. Failing to have a plan, not just for the sales call you’re about to make, but also for the month, quarter and year with the customer.
Anyone can make a single sale. Success is not a single sale. Success is a long-term relationship that is beneficial to both parties, and to do that, you need a plan.
7. Failing to keep people in your company up to speed and involved with what is happening with your customers.
Poor salespeople think they can fly solo, you can’t the more you enlist the support and involvement of others the greater your ability to succeed.
8. Failing to ask the customer the tough questions that uncover the real needs they have and taking the time to help them solve them.
Superficial discussions will only get you so far, and worst of all is how a relationship that is purely superficial typically results in sales built around low price.
9. Failing to tell the truth and take ownership when issues arise.
Lousy salespeople pass the buck and are quick to pass blame. Doing so means you won’t be seen as a sales leader with your customer.
10. Failing to check your ego at the door with everyone with whom you come in contact.
An ego is important to have, as it drives you forward and builds competitiveness, but carried too far and it becomes a liability. When you allow your ego to take over, you stop listening, you stop caring and, most of all, you stop being a sales leader.
Bonus: Failing to help your customers see and achieve things they didn’t think were possible.
Copyright 2015, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.