Here is my list of 11 things sales reps should never do:
- Never permit failure into your world. Shakespeare once said that nothing is bad or good, thinking makes it so. See all situations as learning experiences. Have a “possibilities mentality.” Once things do not go your way, concentrate on discovering how to obtain different results.
- Never utilize industry jargon. Your prospect’s confidence level decreases the moment you begin using the vocabulary they do not understand. Leave your alarm jargon at the office and talk in ways your prospective client will understand.
- Never forget to turn your cell phone off while in a meeting. It is distracting and rude if you receive a call and turning your phone off will enable you to resist the urge to look at it if you receive a text.
- Never fail to qualify prospects. You have to use and have a process to decide if a lead is a real prospect. Leads are merely possible prospects. Prospective clients have the possibility to become customers. You should always qualify leads.
- Never discuss politics, even if you’re fully aligned with the prospect. Within households and in most organizations, there are several influencers/ decision-makers who might have various views. It is okay to be real and reveal part of who you are; however, it is advised that you tread lightly around religion and politics.
- Never fail to research prospects on the internet. You lose credibility, waste time, and appear unprepared when you ask questions concerning things that easily can be found on a LinkedIn page or company website.
- Never over-promise. Instead, over-deliver and under-promise. Be certain that you, your company, and your product do what you say you’ll do.
- Never show negative attitudes to prospects. When you’re in a meeting with the prospect, it is show time baby! When you attend a play or a concert or go to a store, you expect that you’ll be greeted with care and enthusiasm. Your prospective clients expect the same. Prospects do not care that your employer screamed at you, your husband/wife thinks you’re a jerk, or that your son/daughter was out late last night drinking. Prospects care about themselves and what you’re able to do for them. Check that bad attitude at the door and perform with a good attitude.
- Never check your Facebook in the morning. Stay off of Facebook during the time you have dedicated to making money.
- Never battle to the bitter end. You won’t sell to all prospects. That isn’t possible. Recognize when things have gotten to their logical conclusion and recognize when something isn’t going to happen, in order for you to spend time on something else.
- Never live in LaLa land. You know that prospective client you have had on the forecast list for the last 6 months? They likely are not going to purchase anything. How about the prospective client you have been spending 2 months trying to see? Good luck with that. Get real.
That is my list of no-nos for sales reps. Email me at firstname.lastname@example.org with your list.