Here is a list of 11 things sales reps should never do:
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.
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.
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.
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.
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.
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.
Instead, over-deliver and under-promise. Be certain that you, your company, and your product do what you say you’ll do.
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.
Stay off of Facebook during the time you have dedicated to making money.
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.
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 hello@transformedsales.com with your list.
Wesleyne Whittaker is a chemist turned sales coach with a passion for helping others reach their professional goals. After graduating with a degree in chemistry from a prestigious university, she found success in the laboratory setting. Yet, her true calling was in the business world. She made the leap and began working in sales, eventually becoming a top international salesperson in her field.
