The 2 Biggest Mistakes
Developing a selling strategy should include keeping clear
of the 2 biggest mistakes salespeople make - especially new salespeople.
1. Thinking you’ve got the right stuff from the get go! Once you think
you’ve got it, you’ve had it!
Don't be too quick to be full of yourself. And remember - you probably don't
know what you don't know. That's a scary proposition!
It's been said, "Once you're done changing, you're done!"
So become a student of selling. Don't let a day go by without learning something
new about your new profession - sales. Keep working on your selling strategy.
Create file folders with these labels:
>>> Goal setting
>>> Time management
>>> Account management
>>> Territory management
>>> Telephone skills
>>> Asking questions
>>> Sales proposals
>>> Value added selling
>>> Communicating skills
>>> Sales force automation
You will become what you read!
The more you learn - the more you'll earn! There's a direct
connection between them.
Make it a point to visit http://www.ezinearticles.com
every week. You'll find thousands of free articles you can download.
Next, you can download, print, read and add articles to your file folders.
It's a great way to stay ahead of your competition.
Here are five books you should have in your personal library.
You can find these books using this link. http://meisenheimer.com/aboutjim_salestraining/sales_read.shtml
1. Made To Stick – Heath brothers
2. Irresistible Offer – Mark Joyner
3. How To Win Friends And Influence People – Dale Carnegie
4. The 12 Best Questions To As Customers – Jim Meisenheimer
5. The Greatest Salesman In The World - Og Mandino
Here on five magazines you should consider subscribing to if you want to be
well informed about business:
1. Selling Power
2. Fast Company
4. Entrepreneur Magazine
If you’re well read, you'll be well informed!
And - well informed people make good conversationalists.
And good conversationalists make great salespeople.
Your selling strategy isn't worth a hill of beans if it
isn't supplied with update information and new ideas.
2. The second biggest mistake salespeople make is believing
the more you talk the more impressive you’ll be . . . actually
the less you say, the smarter you’ll sound.
Most salespeople just don't get this. Most of you are hired
because of your ability to communicate - your ability to talk. So when you're
seated across a desk with a live customer, is it no wonder you begin chattering
Please don't think I'm picking on you. I used to do the
same things myself. I could talk fast, I could complete other peoples sentences
for them, I could get mugged by my own mouth, which sad to think about happened
more than I care to remember.
Selling really isn't about talking. Selling is more about
listening. You don't start with what you have - your product/service. You start
with your customer’s need to solve a particular problem.
If this isn't bad enough - talking too much - most salespeople
are lousy listeners. It's no wonder why so many salespeople are just plain mediocre.
They’re all making the same mistakes. Talking too much can take all the
air out of an otherwise brilliant selling strategy.
If you want to increase your sales and make a ton of money
you should learn how to employ your ears before you engage your mouth. Another
way of saying this is you should make asking open-ended questions a very high
priority every day.
Wisdom has never been associated with excessive talking
and sales babble. Wisdom comes from learning and listening. Wisdom is seldom
loud but rather quiet. Some of the best salespeople I've ever interviewed have
been quiet and soft-spoken as they go about their business of solving customer
Here’s a choice many salespeople fail to consider.
The choice is, you can chase customers or you can attract them. What makes people
attracted to you? Is it your nonstop talking? Is it knowing the answers even
before you ask the questions? Not really!
If you’re new to sales or even an experienced sales
rep, you should recognize that you don't know a lot about anything until you
ask questions. You should also know, given the situation, the more you talk
the dumber you'll sound.
As you might imagine, when you meet people for the first
time you’re being judged on your first impression. Two things influence
first impressions - how you look and how you sound.
You can look really good and blow it by sounding really
bad. You can remedy this by paying attention to your appearance and paying equal
attention to what you say during the sales call.
This gives new meaning to the old saying "Less is more."
To sum it all up - if you’re in sales the less
you say, the more you'll sell!
Well, that's a wrap. Now you have the 2 biggest mistakes
most salespeople make. If you've been selling for less than 18 months you might
be interested in learning what the other 8 biggest mistakes are so you can avoid
making the top 10 biggest mistakes.
Your selling strategy will be more effective if you can
avoid making these mistakes. Keep reading!
I've written a Special Report titled, "The
10 Biggest Mistakes New Salespeople Make And How To Avoid Making Them."
There's a good chance you're making some of these mistakes
and it's probably costing you some business and personal income.
"The 10 Biggest Mistakes New Salespeople Make
And How To Avoid Making Them" is available as an eBook or in print
can get it for less than ten bucks - see the details here:
Your selling strategy will be a lot more effective if
you avoid making these 10 mistakes.
Start selling more . . .
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