Sales ignorance is nothing to laugh about.
In fact salespeople who are ignorant seldom
realize it. Ain't that amazing?
quick ways to becoming a sales ignoramus -
everything in your head. Never write it down.
Do you think it's possible to remember everything
you don't write down? If you can't remember
what you had for lunch on June 15th, how can
you expect to remember what 2 sales prospects
and 3 customers told you on that same day?
If it's important write
2. Treat every sales call like an adventure.
The best way to do this is to not have any
written sales call objectives. Look - we both
know it's more fun to play it by ear. Your
sales prospects and customers can tell when
you're winging it.
They can also tell when
you have a game plan. Having a game plan is
also a game changer for you and your customers.
3. Talking too much because you don't know
how to ask intelligent questions. Most salespeople
are excellent communicators. Just be careful
that your mouth doesn't become the center
of your universe.
Use this if you need
help creating intelligent questions:
4. Selling features instead of solving problems.
Problems agitate people a lot more than your
solutions excite them.
Ask intelligent sales
questions to uncover specific problems. Find
out how much the problems cost. And don't
forget to quantify the value of your solutions
If you don't know how
to do this you'd better learn FAST to avoid showing your sales ignorance!
5. Knowing the answers before you ask any
questions. Making all the wrong assumptions.
The worst part about being an experienced
sales person is you've heard it all before.
So there's no need to ask good sales questions
when you already know the answers - balderdash!
Think about finger prints
for a minute. No two sets are exactly a like.
If you believe this, you gotta believe that
no two customers and sales prospects have
minds exactly alike.
Pay attention to what
makes people different and they'll line up
to do business with you!
6. Improvising everything and preparing nothing.
This one is a no-brainer.
displays your sales ignorance more than this.
In sales preparation
beats improvisation every day of the week.
It stands to reason
that you can't prepare everything. It also
stands to reason you shouldn't improvise everything.
Just think about it.
7. Talking about price because you don't know
how to explain your value. Most salespeople
are so rattled by the price objection - they
unconsciously bring up the subject of price
Rule number 1 - know
your products/services inside and out.
Rule number 2 - dollarize
the value of everything related to your products
and services. Don't expect your customers
to see the true value of your products if
you can't dollarize it for them.
Rule number 3 - never
forget rule number 1 and rule number 2.
8. Thinking you're a master of selling. How
long you've been in sales doesn't determine
how smart you. In fact if you don't read books,
listen to CDs, read articles, go to sales
training seminars, watch videos, participate
in forums, read blogs - you'll never master
the art of selling.
I encourage you to become
a student of selling. It's the process of
It's a journey - and
it ends with your last breath.
9. How long have you been in sales - 5 years?
Could be 1 year repeated 5 times. If you aren't
learning you can't be changing. If you're
not changing, you're not growing.
you quickly answer this question? During
the last 12 months what have you started doing,
stopped doing, and changed what you're doing
as a professional sales representative?
If you can't answer
this question, what makes you think this year
is any different from last year - hello?
10. Not knowing, word-for-word, how to close
the sale. Okay you got the appointment. You
had multiple sales calls. You asked good sales
questions. Your sales presentation was excellent.
You handled the price objection easily. Your
sales proposal exudes value.
But uh, huh, um . .
. you're waiting for your sales prospect to
give you the order because you don't know
to ask for the business - pure sales ignorance.
If you want to ace the
test - prepare and practice your close until
you know it like your national anthem.
Remember sales ignorance
is nothing to laugh about!
be ordinary when you can become a Trail Blazer!