Even the very best sales professionals make selling mistakes from time to time. As CEO and President of Sales, I admit that I bungle things now and again. So, does my sales team, just only once in a while. There are many reasons for bungling, such as:
- Managing internal day-to-day issues. Employees count on me so I need to be available to them whenever necessary.
- Putting out current client fires. Some clients have valid problems, others just like to complain, so evaluating the differences takes time.
- Working under pressure to land that next big account. That often takes away from working on the smaller accounts that might add more continuity to the bottom line.
- Dealing with cash flow issues. Even the largest companies face this challenge.
- Facing personal problems, which everybody experiences. Finances, relationships, health – the list is often long.
But, think about this. Do those reasons simply become excuses for not following successful sales basics? Maybe we have to lean on our sales and marketing basics – like we did on our ABCs or 123s. If not, we will probably blunder, which means lost sales, and maybe even our entire business.
We’ve all read articles about sales blunders, but I would like to direct you to one, which I believe, can provide you significant insight into the major sales and marketing mistakes, along with great solutions to overcoming these blunders.
Authored by Kelley Robertson, and titled “The Top 7 Sales Blunders” you can review at SalesDog.com
According to Robertson, The Top 7 Sales Blunders are:
# 1: Allowing a prospect to lead the sales process.
# 2: Not completing pre-meeting research.
# 3: Talking too much.
# 4: Giving the prospect information that is irrelevant.
# 5: Not being prepared.
# 6: Neglecting to ask for the sale.
# 7: Failing to prospect.
For more details and his solutions, spend some time reading the article I referred to above.
If we would remember these basics every day before approaching our current clients and pending prospects, we would likely avoid mistakes and increase our sales.