Jerry Bellune June 10, 2013

Break your bad selling habits
Do you get a lot of pest sales calls?
I sure do, trying to sell me stuff I don’t need or want.
Whoever trains these people sure lets them down.
Sales trainer Kelley Robertson sees this frequently.
These bad habits destroy sales.
Here are five blunders Kelley and I see and hear often.

1. Opening calls with “Hi, how are you?”
This does little to establish your credibility.
We can be pleasant but not inane.
Jeffrey Gitomer takes an in-your-face approach:
“What did your sales team produce last year?”
Jeffrey sells sales training and gets right to the point.
You may take a less aggressive approach.
Just don’t make it inane.

2. Spending time trying to establish rapport.
Female sales people tend to do more of this.
Your prospects are busy. They have little time.
Get to the point of why you’re meeting.
Tell them what’s in it for them.
That’s all they’re interested in.

3. Asking questions you should already know.
They expect you to do your homework on them.
And don’t talk about their company or products.
You don’t need to show them you did your homework.
They want to know what you can do for them.
What challenges can you solve?
What goals can you help them achieve?

4. Boring them about what your company does.
They don’t care what your company does.
They only want to know what you can do for them.

5. Chasing the wrong prospects.
Your selling time is limited. Make the most of it.
Go after your Ideal Prospects.
Know who they are and what they need from you.
Write a description of your Ideal Prospect.
Putting it in writing makes a lasting impression.

For a complimentary copy of my free Special Advertising Blueprint: How toRomance Your Prospects, email me at [email protected]