Top 4 Ways To Kill A Sales Career

Too often, in their quest to make a sale, salespeople forget that true success comes from having satisfied customers. Happy customers mean not only repeat sales, but with the rise of social media, they can turn a struggling startup into a successful venture. On the other hand, unhappy customers, well, do we need to say it?

Inc. recently shared a great article outlining common basic selling errors. So often, according to the article, salespeople fake intimacy, answer objections that customers haven’t brought up and leave the next step up to the customer. They’re also prone to writing sales proposals and asking for referrals much too soon.

These are great tips, and even though there’s nothing new about them, many of us repeat these pitfalls again and again. In fact, at Tellwise we checked ourselves along those rules, and found that we need to get better at a couple of them.

Here are the top four selling errors the article shares that you must avoid.

  1. Sell features, not results: People don’t want products, they want answers to their questions and solutions to their problems. Sell them results that are obtainable from your features.
  2. Do more talking, less listening: Don’t get too excited or nervous or too many words will spew forth too fast. This makes people super annoyed. In fact, we’re getting annoyed just typing about it. Enough already!
  3. Wasting time on dead leads: From a seller’s perspective, you can’t waste time on dead-end leads. By the nature of most compensation models, you need to be more short-term oriented. So if the lead isn’t fully baked, it’s time to move on. But that doesn’t mean you drop the lead for good. Hand the lead back to your marketing team. Let marketing continue to nurture the lead. Perhaps down the road that customer will be ready to buy, and you can be there to meet them.
  4. Not following through: If you promise to do something, do it. Drop the ball and the game is totally over.

The Tellwise Nutshell (TTN): We really try to be very conscious to follow rules about listening more than talking, following through and not treating a close as the end of the process. We do need to get better at following through and selling features rather than results. But we’re getting there. How are you doing?

Source: Inc., September 2013

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