Mistakes and Correcting them

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					“Try to learn from the mistakes of others too because you can never live long enough to make them all yourself."

12 Mistakes Sales People

Make And How
To Correct

Them

12 mistakes and how to correct them
1. Ignorance of the Industry & the Competition
 Do you keep up to date on happenings in your industry?  Do you know what your competition is doing?  Do you know three major trends in your industry?  How will these changes impact client’s needs and therefore product and services?  What are causes of these trends? Why are they happening? And if they continue, how will your industry change in the next few years?

12 mistakes and how to correct them
2. Not Differentiating Yourselves from Competition
 What sets you apart from every other sales person in your industry?

 What is your USP (Unique Selling Proposition?)
 How will prospects remember you or will you blend in with the other sales people and be forgotten?

12 mistakes and how to correct them
3. Lack of Rapport and Relationship Skills
 Sales people try to sell to prospects

12 mistakes and how to correct them
4. Talking Instead of Listening
 Salespeople believe more they talk, better they sell  Salespeople want to show how much they know

12 mistakes and how to correct them
5. Prejudging the Prospect
 Sales people prejudge the prospect  Salespeople prejudge what the prospect needs

12 mistakes and how to correct them
6. Asking Wrong Questions or None at all
 Sales people ask questions damaging to relationship with prospect  Others don’t ask questions at all  While other sales people use questions that only scratch the surface

12 mistakes and how to correct them
7. Selling Before Needs are Established
 Salespeople tell prospects what they’re selling without first finding out what prospect needs  Sales people offer a solution without first finding problem

12 mistakes and how to correct them
8. Poor Presentation Skills
 It can spell doom for even the hottest prospect  Salespeople fidget, talk very fast or slow, hesitate or fumble their words  They have no idea what to say and what they do say isn’t presented properly

12 mistakes and how to correct them
9. Being Unprepared – No Systematic Approach to Sales  Salespeople sell “by the seat of their pants”  Salespeople don’t want to put in the work to prepare for and learn each of the steps

12 mistakes and how to correct them
10. Not Effectively Generating Referrals
 Biggest mistakes millions of salespeople make every day is not asking for referrals

12 mistakes and how to correct them
11. Lack of Follow-up
 Sales people do not clearly establish next step with prospect  Salespeople have little or no follow up after sale is complete

12 mistakes and how to correct them
12. No Investment in Yourself
 Salespeople never invest in their own growth  Sales people think they know it all, or they couldn’t possibly learn anything from anyone else  Sales people are more interested in hanging on to their jobs than getting better at them  The main reason is most salespeople don’t view themselves as professionals

WHAT IS PERSISTENCE?
The power to hold on in spite of everything and the power to endure. This is the winner's quality! Persistence. The ability to face defeat again and again and again without giving up, by pushing on in the face of great difficulty. Knowing that victory can be yours! Persistence. The means of taking pains to overcome every adversity and obstacle. To do what's necessary to reach your goals! Persistence.

WHAT IS THE PERSPECTIVE ... SECRET OF SUCCESS?

"If there is any one secret of success, it lies in the ability to get the other person’s

point of view and see
things from his angle, as well as from your own."

WHAT IS PROGRESS AND EXPERIENCE?

"Progress comes from the intelligent use of experience"

WHAT ARE SETBACKS AND DISAPPOINTMENTS?

"There will always be setbacks and

disappointments in the pursuit of
any worthwhile goal. Most people do not understand a

simple truth: it is almost impossible
to succeed at anything significant the very first time. Failure is a vital and necessary part of the achievement process."

WHAT ARE SITUATIONS OR OUTSIDE FORCES?

"People aren't overcome by situations or outside forces; defeat invades from within."

WHAT IS IT WHEN YOU CHANGE YOUR THINKING?

WHEN YOU CHANGE YOUR THINKING; You Change Your Beliefs; When You Change Your Beliefs; You Change Your Expectations; When You Change Your Expectations; You Change Your Attitude; When You Change Your Attitude; You Change Your Behavior; When You Change Your Behavior; You Change Your Performance; When You Change Your Performance; YOU CHANGE YOUR LIFE!

WHAT IS YES, I CAN
If you think you are beaten, you are. If you think you dare not, you don’t. If you’d like to win, but think you can’t. It’s almost certain you won’t. If you think you’ll lose, you’re lost. For out in the world we find, success begins with a fellow’s will. It’s all in the state of mind. If you think you are out classed, you are. You’ve got to think high to rise. You’ve got to think sure of yourself before. You can ever win a prize. Life’s battles don’t always go to the stronger or foster man. But sooner or later, the person who wins, is the one who thinks he can.

WHAT IS THE QUITTER?
It’s the plugging away that will win you the day So don’t be a piker, old pard! Just draw on your grit; it’s so easy to quit: It’s the keeping-your-chin-up that’s hard. It’s easy to cry that you’re beaten--and die; It’s easy to crawfish and crawl; But to fight and to fight when hope’s out of sight Why, that’s the best game of them all! And though you come out of each grueling bout, All broken and beaten and scarred Just have one more try--it’s dead easy to die, It’s the keeping-on-living that’s hard!


				
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posted:8/9/2009
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