Secret Selling Tips - Article

Mistakes Made By New or Ineffective Sales Staff
by Bob 'Idea Man' Hooey


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A "Secret" note for Business Owners and Sales Managers

Mistakes Made By New or Ineffective Sales Staff

by Bob 'Idea Man' Hooey

  • Why is it ‘some’ senior sales staff are more effective, profitable, and productive in their selling efforts?
  • Why are some sales staff better at building long-term profitable relationships with clients that result in repeat sales?
  • Could it be that they've learned these simple points that help them sell better?

As we have learned in our studies, companies that take care of their clients generally keep them over a longer period of time. Companies who train and equip their selling staff generally keep them longer as well. But there are some pitfalls here as well, for ineffective sales staff, or newer sales personal who lack the proper training.

Point to Ponder:

"The difference between greatness and mediocrity is often how an individual views a mistake." Nelson Boswell

Here are areas where they often fall short

Lack of preparation. There is an old saying: "Success happens when opportunity meets preparedness!" This impacts your credibility and the establishment of a trust relationship with a client.
Not listening. 90% of salespeople never listen, and are doomed to ineffectiveness. Active listening is the key foundation to discovering what your client needs, and will need, and being able to serve them.
Failing to ask for the order. Most of the studies I've read show that 70% of all sales folks NEVER ask for the order. And, an even larger percentage never ask for additional orders. Do yours?
Poor or no follow up. Follow up and follow through is where 90% of all great sales are made. Conversely, this is where the majority of sales staff lose the opportunity to gain and maintain a client.
Small thinking. Want bigger sales? You must think bigger. Ask these questions: "How high is high? What is my maximum potential?" “What is the life time value of my relationship with this client?” “What is the potential for referrals from this client?”
Failing to establish and/or maintain rapport. This can be a killer if you are committed to maintaining a mutually profitable relationship over a long period of time with your clients.
Failing to really commit and establish themselves as experts in their field. People like to deal with, and talk about people who ‘know’ what they are doing. This impacts your future earnings with clients.

Ask yourself how you fare on each of these areas? Would you give yourself a passing mark? Which ones would need a little work? How will you change to make sure you give your customers the most professional service possible? Focus on improvement in each of these areas and see your sales soar.

A note to Managers: Give your team a chance to win by reminding them of these success tactics. Remind them to keep focused and keep working toward their goals of helping the client make a decision that is good for the client, and profitable over the long haul for the company. How can you help them make the changes they need to become a professional sales person and provide continued value-added service?

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© 2007 Bob ‘Idea Man’ Hooey All rights Reserved. Used with permission of the author.

Bob ‘Idea Man’ Hooey is a productivity strategist and creativity catalyst who regularly writes for North American Consumer and Trade Journals, on-line magazines and company intranets. He is the author of 10 books including 2 on selling; and the 48th person in the history of Toastmasters International to earn their coveted professional level Accredited Speaker designation. He is a professional member of the Canadian Association of Professional Speakers and the International Federation for Professional Speakers. Visit his website for additional articles like this one:

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