Three Common Mistakes Salespeople Make


How do salespeople run into difficulties with customers? Sales and Marketing Management magazine in its February 2000 issue featured interviews with buyers responsible for billions of dollars in purchases. Their insights reflected these areas of concerns:

  • They stay with their own agenda instead of trying to understand the customer’s. Salespeople who do this often don’t listen to what customers have to say or ask what they want. (They don’t use a consultative approach.)

  • They don’t plan well, which often means that they will not have well-thought-out call objectives.

  • They don’t add value to the sale, either because they don’t have solid product knowledge or they don’t understand the customer’s business, industry, or issues.




The 10 Immutable Laws of Power Selling
The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof
ISBN: 0071416617
EAN: 2147483647
Year: 2003
Pages: 115
Authors: James Desena

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