The sales profession is not easy, and it takes a special person with the correct skillsets to be able to be effective in sales. While people can learn the skills that they need to be a great salesperson, they often do much better in the profession if they possess natural instincts and abilities as well. There are many deadly sales habits that people with ineffective sales have, and they don’t even realize they have these habits in most cases. The following 7 deadly habits can be avoided or corrected with the right help and training.
1. Thinking Short Term. Some sales professionals are so wrapped up in the short-term sale, that they don’t consider the long-term value 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.
2. 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.
3. 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.
4. 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.
5. 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.
6. 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!
7. 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. It is important to pay attention to the needs and wants of your customer, if you expect to succeed.
Doug Dvorak is the Founder and CEO of The Sales Coaching Institute. For more than 25 years, The Sales Coaching Institute have been leaders in sales and sales management training. The Sales Coaching Institute offers customized, creative and non-traditional sales training systems that are “one size fits one” and developed to the unique business needs and “sales pain points” of each client. To visit Doug's website go to http://www.salescoach.us