How we change what others think, feel, believe and do

Forty Ways to Ruin a Sale...and How to Avoid Them Part 9

Guest articles > Forty Ways to Ruin a Sale...and How to Avoid Them Part 9

by: Daniel Milstein

Every second of a sales meeting counts, you should never slack off and assume the sale will be closed. Be attentive and aware of your actions in order to avoid one of the following ways to ruin a sale.

36. Failing to ask for advice from senior/more experienced
    colleagues. Most salespeople work with one or more highly
    experienced colleagues. They are a great resource on dealing with
    difficult customers, marketing techniques, sales reports and a variety
    of other topics. Some salespeople do not take advantage of this
    resource, because they prefer to do everything on their own or for
    some other reason. Why not ask for pointers on a few areas that you
    find especially challenging? You might learn something, and will
    undoubtedly strengthen the rapport with your peers.
37. Neglecting to ask for referrals throughout the sales process. Yes,
    you ask for the referral once you have completed the sale, but what
    about all the other opportunities? For example, why not mention
    your interest in referrals the first time you meet a prospect ('I am
    glad I was able to answer your initial questions and look forward to
    discussing next steps tomorrow. By the way, be sure to mention my
    name to your friends or work associates who may be looking for a
    new car, home loan, life insurance, etc.')? Depending on the length
    of the sales transaction, there are other good times to ask for
    referrals. Clients generally won't mind how many times you ask, as
    long as you do so in a non-aggressive manner.
38. Not learning from other industries. It is easy to become insulated,
    to concentrate solely on your own industry. However, you may be
    neglecting your overall sales education. You can gain valuable
    insights about sales challenges, marketing techniques and much
    more from other professions. If you sell or lease cars, you can study
    how top salespeople in real estate, mortgage lending and furniture
    approach their business. Loan originators can learn how salespeople
    in insurance, financial planning, and other professions market their
    services. Spend an hour or two each week educating yourself about
    selling in other industries.
39. Taking yourself way too seriously. Most salespeople provide a
    valuable service or product, the kind on which many consumers
    depend, on either a short- or long-term basis. However, we are not
    curing a disease or teaching young people to become productive
    citizens. It is good to keep everything in perspective. When you get
    frustrated because a customer 'just doesn't understand how
    important this policy is,' or 'ought to be able to understand why our
    XYZ product is much better than the competitor's inferior model,'
    remember that it isn't the end of the world or a negative blot on your
    reputation if they don't buy from you that day, or at all. There will be
    another day, another customer and many more opportunities in the
    future.

You can't get anywhere alone, it is in your best interest to ask for advice whenever you can and learn in every situation. If you follow the preceding guidelines, you will avoid many of the common mistakes salespeople make throughout the process.

Daniel Milstein is the bestselling author of ABC of Sales. For more information, visit: http://amzn.to/ABCARTICLES.

Contributor: Daniel Milstein

Published here on: 20-Jan-13

Classification: Sales

Website: http://amzn.to/ABCARTICLES