I once heard sales referred to as “a moving target” and
I think that’s a really good analogy.
Because it is a moving target, it’s always evolving and always changing.
While the principals of human influence at their core
remain the same, the way these principals need to be
executed to remain effective is constantly changing.
Despite this, having literally coached 1000,s off sales people over
the years I tend to see the same mistakes over and over again.
I have listed 5 of the biggest ones below. The ones that
I think do the most damage if not addressed.
If you are able to avoid these sales faux pas you will
definitely make more sales.
On the contrary, ignore tham at your own risk
1.Taking too much
Years ago to be considered a good talker was to be
considered a good sales person. To some extent this
has some merit, but a good talker with no structured
sales approach in many cases can simply be an excited bore.
To be great at sales sure, you have to know how to
string a sentence together, but in my experience,
the best sales people are most often the best listeners,
not the best talkers.
2.Too much prescription not enough diagnosis
This relates pretty closely to number one, but really
shows it’s self in a sales conversation as someone who
jumps to early into telling someone about their
product or service.
I sometimes refer to this as
The best sales people quickly
and effectively diagnose before they jump into
product presentation mode.
3.Selling someone that isn’t a fit
Selling to someone who really isn’t a fit who
can’t really benefit from your product or service
is a really bad thing to do. If the reasons why
aren’t already apparent to you here’s a couple
to keep you going.
They will get a bad result meaning they will
become part of your “anti fan” club
They will often end up being the most
needy or at worst the client from hell
They will tell others that you suck and
create negative word of mouth.
4.Using cliche’s that put people off
What comes out of your mouth can win
someone over or it can put them off.
Years ago I had a colleague who used to
always say “let’s talk turkey” and it
used to drive me nuts.
because what is the general
connotation to the word Turkey ?
Really not that positive is it?
with the abundance of words available in
the English language, there are other
ways of describing the act of talking
In short, words that are either over
used or cliche’s like “financial
freedom” and “wealth creation”
are really worth avoiding.
5.Lying or not being genuine
This one will lose a sale for you really
quickly if you don’t address it.
It doesn’t matter how good your
sales script or your sales system is,
unless your value in…
– Your Product
and Your company is in total
alignment, you will lose sales.
You must understand and be 100%
clear on your own value, what you
sell and your company if your
going to maximise your sales
If you’d like to have a quick 10 minute
chat about how I can help you increase your
sales conversions, simply click this link.
You will be taken to a quick questionnaire
then to a page where you can schedule your
10 minute session.