If a deal seems like it is heading south

Thinking Short Term. Some sales professionals are so wrapped up in the short-term sale, that 


they don't consider the long-term value embroidery patch of their customers. Long standing profitable 


relationships can go down the tubes with one bad decision or complaint that is handled 


badly. Think about the long term course of things to be successful.


Bad Plan Structure. Failing to plan is pretty much an indicator that you are planning to 


fail. Just because someone calls and says they might be interested in your products or 


services, you can't drop everything and neglect the business you currently have. Structure, 


planning, and time management are critical if sales managers expect to succeed.


Over Promising. Never over promise something that you can't deliver! It is much better to 


under promise, so that your customer's expectations will be exceeded. Customers will respect 


this realistic approach, and they will be happy if they get more than they expected. Over 


promising and under delivering will kill your sales quickly.


Cold Call Phobias. Nobody likes cold calls, but they are often necessary to boost sales and 


generate leads. Many sales professionals wilt when they receive rejections, and it causes 


them to have a negative attitude towards cold calling. Learning how to handle rejections in 


a positive way is the key to avoiding phone phobia.


Over Proposing. If a prospective buyer calls to check out your product, and you bombard them 


with a 30 minute proposal without letting them get a word in edgewise, then they will 


probably leave without buying anything. Find out what their interests and concerns are 


before pitching your product. If they feel like you are listening, then they may be more apt 


to make a purchase.


Non-Referring. Networking is a powerful thing in sales. If sales professionals are afraid to 


ask a customer for referrals, then they may have a hard time generating free leads. Always 


ask for referrals!


Hiding from Complicated Deals. If a deal seems like it is heading south, don't stick your 


head in the sand! Work through the deal with the customer to try to salvage the situation. 


Customers that complain or who are hard sales can often turn into your best customers. If 


you hide from the situation, then you have no chance of salvaging the sale.

All of the above bad habits can be corrected or avoided, if sales professionals are willing 


to spend the time that it takes to improve their performances. Most companies will offer 


training on proper sales techniques and approaches, to improve the way their sales 


professionals do business. www.networkmanufacturer.com/doc/embroidery-patch.docIt is important to pay attention to the needs and wants of your 


customer, if you expect to succeed. Visit Doug Dvorak's website at http://www.salescoach.us 


to learn more about The Sales Coaching Institute and how to succeed in sales.