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.