Avoid these Sales Mistakes

December 10 2008 | Jessica Helinski

Experience can be a wonderful teacher, as well as a catalyst for opportunity. But, many believe that with experience, comes perfection. This is definitely not the case. Even the most seasoned vets make mistakes, some of which are avoidable. In regards to selling services, David Palmer, senior associate at Fripp & Associates, reports this is often the case due to complacent salespeople who “believe that they ‘know it all’ as a result of producing so well for so long.” He lists ten mistakes that are made by senior salespeople:

  1. Industry Ignorance
  2. Too Few Questions
  3. Limited Business Knowledge
  4. Low Emotional Connection
  5. Organization Structure
  6. Company Imperatives
  7. Objection Responses
  8. Exceptional Presenter
  9. Master Negotiator
  10. Systematic Relationships

Palmer gives great insight, examples, and advice for each “mistake,” all of which can be found here, (in addition to a final “eleventh mistake”).

 

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