Tired of reading long & boring blogs? Paragraph after paragraph… feels like homework!
Today’s your day. Check out these lists: Stops & Starts.
Salespeople please STOP:
- Talking so much
- Leaning on canned company powerpoint presentations
- Saying “Just following up…” or “Just touching base…”
- Talking to Carl the Clerk (who can’t make a decision to save his life)
- Selling the gatekeeper (he can’t make a decision either)
- Talking about WHAT you do
- Doing quotes & proposals to prospects who are not qualified
- Waiting for people to call you back
- Selling on price
- Going on “social calls” in sales
- Making friends in sales
- Trash-talking the competition
- Leaning on email so much
- Being a “vendor” or a “supplier”
- Being a poser… a wannabe
- Making excuses for a lack of results
- Taking shortcuts
- Dumping your information on prospects (educating)
- Chasing prospects for decisions
- Complaining about your income
Now let’s START:
- Understanding WHY your prospect will buy
- Getting curious… really curious
- Asking tougher questions
- Uncovering budgets & target pricing
- Talking to decision makers
- Being a partner
- Asking for introductions & referrals
- Managing expectations in sales (Ground Rules)
- Realizing that you are half of the equation in sales (you are worthy)
- Answering your cell phone & email after hours & on weekends
- Out-selling your competition
- Listening
- Using a system for selling
- Prospecting for new business
- Holding yourself accountable
- Getting comfortable with the word NO
- Being a professional
- Being real… & humble
- Making your family proud that you provide for them
- Realizing you are in the greatest profession in the world
Have fun.
