The number one mistake sales people make is… they make it too hard to become a customer.
Think of all the sales opportunities that started out strong only to have the prospect decide to stay with their current supplier. The #1 reason they stayed with their current supplier is: it was not worth the effort of [...]
Tag Archive for 'sales-mistakes'
The #1 Mistake Sales People Make
08Jun09The #2 Mistake Sales People Make
25Mar09The number two mistake sales people make is that, even when they get in front of highly motivated decision makers at EXACTLY the right time, they lose the sale because they fail to understand the decision maker placed them in the red zone of the credibility curve – below.
When prospects believe the risk of being [...]
The number three mistake sales people make is they ask for, and get, the wrong referrals – referrals to those who are still in the buying mode of Status Quo – when prospects perceive that the product or service from their current supplier meets or exceeds their needs and are unlikely to become your [...]
The #4 Mistake Sales People Make
13Jan09The number four mistake sales people make is believing that sales are won based upon on logic – like return on investment (ROI) calculations – not emotion.
The first seller a decision maker contacts, after they experience a Trigger Event that makes them a highly motivated buyer, is five times more likely to win the [...]
The #5 Mistake Sales People Make
02Dec08The #5 mistake I see sales people and entrepreneurs make is either not analyzing their sales or doing a ‘Lost Sales Analysis’ INSTEAD OF conducting a ‘Won Sales Analysis’.
Here is something I find interesting. If you use Google to search for the term sales analysis – by using quotes around the words “sales analysis” when [...]
