Top 10 Dumb Mistakes Sales Reps Make

BNET TalkbackShare your ideas and expertise on this topic

Subscribe to this discussion via Email or RSS

•  
  1

  DeonBasson

  07/21/09 | Report as spam

  RE: Top 10 Dumb Mistakes Sales Reps Make

  This is a great article and clearly spells out major pitfalls. I cant agree more with what is being said. There is however one thing I would like to add (and it is related to the last mistake...not building long-term relationships).
  
  IT IS SELLING TO THE PERSON AND NOT JUST SELLING THE PRODUCT...SPEAK THE ?THINKING LANGUAGE? OF THE PERSON YOU ARE DEALING WITH AND NOT ENFORCE YOUR OWN THINKING PREFERENCE.
  
  Our thinking preferences are major contributors to the strength of our communication and hence the ability to persuade people. Some people enjoy blasting facts, while others think it is boring; some people want to hear about the big picture, while others think it is too vague; some need variety while others need to specialize. Our thinking preferences differ from each other even more than our fingerprints, creating complete different styles of communication. However if you pitch in the style of the person you are Selling to, you will enhance your success rate dramatically. The 4 types of thinking preferences that we all have are :
  Visionary people are opportunistic, risk takers and enjoy new ideas. When talking to them talk about the future and the bigger picture, but don't be inflexible and don't play it too safe.
  Connected people focus on people and are emotional. When talking to them talk about people and family, be supportive and keep eye contact, but don't be insensitive or impersonal.
  Analytical people want all the facts and like to analyse. When talking to them talk with logic and prepare your facts, and... don't create answers.
  Methodical people want order and get things done. When talking to them talk each point to conclusion and stick to an agenda, but don't be disorganised or introduce too much change.
  
  Our tendency is to speak in our own preference and hence completely speaking past the person you are selling to.
  
  SPEAK THE LANGUAGE OF THE PERSON YOU ARE TRYING TO INFLUENCE AND NOT YOUR OWN PREFERENCE.
  
  To get a better understanding of your own preference and get some more information do your own free profile by going to www.2interact.com and follow the blue arrow.

•  
  2

  Karen J.

  07/21/09 | Report as spam

  RE: Top 10 Dumb Mistakes Sales Reps Make

  Geoffrey ~ Terrific points! Well done and thank you!
  Deon ~ That is a brilliant Point # 11!!! Thank you, too!

•  
  3

  jenhall

  07/21/09 | Report as spam

  RE: Top 10 Dumb Mistakes Sales Reps Make

  deonbasson1 I agree wholeheartedly and your comments and it reinforces the fact that reps need to create and maintain a political/personality spreadsheet of the major contacts in their territory, or contribute to a good crm....Ive carried a bag and hated crm's until I was shown one that actually benefitted my sales and business....it works

•  
  4

  Mr. Chulu

  07/21/09 | Report as spam

  RE: Top 10 Dumb Mistakes Sales Reps Make

  Insights from the article are right on. You only get business today and tomorrow if you are adding value to the client. Value is always from the customer's viewing point. Why should the client open their wallet to give you money instead of the competition? Answer: Only if you are adding value to the customer by helping them achieve their goals in ways much better than they would have ever imagined. "What is my value proposition ?" should always be ringing in the salesperson's head.

•  
  5

  shadab.rafi

  07/21/09 | Report as spam

  RE: Top 10 Dumb Mistakes Sales Reps Make

  very well said. no words to say.

•  
  6

  gonca.telli@...

  07/21/09 | Report as spam

  RE: Top 10 Dumb Mistakes Sales Reps Make

  These are really important mistakes that you advise how to avoid them. Thanks for all but I would like to remark there is one more very important dumb mistake.
  Lying the customer.
  Why you do it: There is no way out after a pushy sale contact or pressed from the all sides.
  The likely result: If the customer realize you can never be so close as before and this can injure the trust.
  How to fix it: You can not fix it. Before it should not be done. Salesman can always have a word to explain the truth.
  Gonca Telli Yamamoto

•  
  7

  anurodh_sharma1@...

  07/22/09 | Report as spam

  RE: Top 10 Dumb Mistakes Sales Reps Make

  Very intresting & useful. I am indeed a learned person after reading the 10 mistakes sales persons make. Treat customers as your friends. Help them identify their needs. Try to help them fulfill their needs just like you would do for a family member or a friend.

•  
  8

  Bernieh

  07/22/09 | Report as spam

  RE: Top 10 Dumb Mistakes Sales Reps Make

  Excellent list! Should go up on everyone's wall.

•  
  9

  Sureshkumarg

  07/27/09 | Report as spam

  RE: Top 10 Dumb Mistakes Sales Reps Make

  Sir, simply good & just perfect.

•  
  10

  Sable Badaki

  07/28/09 | Report as spam

  RE: Top 10 Dumb Mistakes Sales Reps Make

  Were you walking around with me? I have just discovered why sales sucks. My goodness, the article was brillant. Practical, things I can start and stop doing today to improve my sales record. Thank you, Thank you , Thank you

•  
  11

  Klusewski

  07/30/09 | Report as spam

  RE: Top 10 Dumb Mistakes Sales Reps Make

  Sending it to my team right now.

•  
  12

  M.A.Khan

  08/25/09 | Report as spam

  RE: Top 10 Dumb Mistakes Sales Reps Make

  It is infact a good article. Sales Reps should do lot of homework before and after meeting the Customer.

•  
  13

  yannee

  10/06/09 | Report as spam

  RE: Top 10 Dumb Mistakes Sales Reps Make

  good point, will share it wif my team...thanks a lot!!!