| There are only three ways to sell more. Do more | | | | handle. |
| right. Do less wrong. Do both. | | | | 4. Giving product or company focused rather than |
| Here is a list I have compiled during my 35 year | | | | customer focused presentations. |
| sales training career. that will help you understand | | | | 5. Not effectively managing time, resources or |
| the most frequent mistakes new salespeople | | | | your territory. |
| make. | | | | 6. Focusing on what is wrong, missing, broken or |
| Selling can be a difficult and challenging career if | | | | what you can't do rather than on what is working, |
| you don't master many of the skills and attitudes | | | | right or you can do. |
| necessary for success. The price of failure is | | | | 7. Not building your self-esteem. A poor |
| always higher than the price of success. Fail to | | | | self-esteem can have a negative impact on your |
| learn the necessary skills and you could be looking | | | | prospecting and probing skills, your closing ability |
| for a new job or career, master them and you | | | | and your negotiating confidence. |
| can write your own ticket to the stars. Even if | | | | 8. Poor listening skills. |
| you have been in sales for many years and are | | | | 9. Prospecting too low in the organization. |
| reasonably successful, maybe even a sales super | | | | 10. Giving information before you get information. |
| star, you might want to review the following to | | | | 11. Lacking passion for what you sell, what you do |
| see where you might benefit from some minor | | | | or your organization's mission or purpose. |
| improvements or adjustments. | | | | 12. Are transaction rather than relationship |
| The following list is in no particular order of | | | | focused. |
| importance. Not doing or having any one of them | | | | 13. Don't ask for the business. |
| could contribute to your demise. You will also | | | | 14. Losing control of the sales process. Letting the |
| notice that many in the list are either directly or | | | | customer or prospect take over. |
| indirectly related to or impacted by others in the | | | | 15. Keep inadequate or poor sales records. Or the |
| list. | | | | failure of carefully evaluating the records you are |
| 1.The inability to cope with, handle or overcome | | | | keeping. |
| rejection and failure. | | | | 16. Project your buying prejudices into the sales |
| 2. The inability or unwillingness to control your | | | | process. |
| attitudes no matter what is going on around you | | | | A lot to think about, yes but if you want to |
| in your organization, the economy or the world. | | | | become a sales super star these would be a good |
| 3. Talking too much. Going into a verbal diatribe or | | | | place to start. Want answers to these and other |
| feature dump delivering more information than | | | | sales issues and challenges? Read my best selling |
| the prospect or customer wants, needs or can | | | | books: Soft Sell and Your First Year in Sales. |