Comments on: The #1 Mistake Sales People Make http://shiftselling.com/2009/06/08/the-number-1-mistake-sales-people-make/?utm_source=rss&utm_medium=rss&utm_campaign=the-number-1-mistake-sales-people-make OUTSELL YOUR COMPETITION by Harnessing 'Trigger Events' to get in front of highly motivated decision makers at EXACTLY the right time Tue, 13 Dec 2011 15:46:51 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: TriggerBuzz (Craig Elias) http://shiftselling.com/2009/06/08/the-number-1-mistake-sales-people-make/#comment-2341 TriggerBuzz (Craig Elias) Wed, 30 Mar 2011 08:39:16 +0000 http://www.shiftselling.com/?p=990#comment-2341 See paragraph 7 of http://www.shiftselling.com/2009/06/08/the-number-1-mistake-sales-people-make/ to learn more about this #triggerbuzz See paragraph 7 of http://www.shiftselling.com/2009/06/08/the-number-1-mistake-sales-people-make/ to learn more about this #triggerbuzz

]]> By: CraigElias (Craig Elias) http://shiftselling.com/2009/06/08/the-number-1-mistake-sales-people-make/#comment-2342 CraigElias (Craig Elias) Wed, 30 Mar 2011 08:38:49 +0000 http://www.shiftselling.com/?p=990#comment-2342 See paragraph 7 of http://www.shiftselling.com/2009/06/08/the-number-1-mistake-sales-people-make/ to learn more about this #triggerbuzz See paragraph 7 of http://www.shiftselling.com/2009/06/08/the-number-1-mistake-sales-people-make/ to learn more about this #triggerbuzz

]]> By: Michael Collins http://shiftselling.com/2009/06/08/the-number-1-mistake-sales-people-make/#comment-1047 Michael Collins Sun, 28 Jun 2009 06:16:37 +0000 http://www.shiftselling.com/?p=990#comment-1047 My best tip is: understand the need of the customer and ensure the customer understands the relevance of your offer to their need. My best tip is: understand the need of the customer and ensure the customer understands the relevance of your offer to their need.

]]> By: Jessan Dunn Otis http://shiftselling.com/2009/06/08/the-number-1-mistake-sales-people-make/#comment-1046 Jessan Dunn Otis Sat, 27 Jun 2009 12:35:05 +0000 http://www.shiftselling.com/?p=990#comment-1046 1. Am I easy to find/get in touch with - IRL, online, etc. ? 2. Do I listen carefully, with compassion ? 3. Does what the client want/need match my experience/expertise? 4. If not (#3), can I confidently refer to another provider? These are essentials - whether talking with a potential client, existing client or with any individual. Cheers! ...and, thanks for the question(s). Jessan 1. Am I easy to find/get in touch with – IRL, online, etc. ?
2. Do I listen carefully, with compassion ?
3. Does what the client want/need match my experience/expertise?
4. If not (#3), can I confidently refer to another provider?

These are essentials – whether talking with a potential client, existing client or with any individual.

Cheers! …and, thanks for the question(s).

Jessan

]]> By: Sandy http://shiftselling.com/2009/06/08/the-number-1-mistake-sales-people-make/#comment-1044 Sandy Mon, 22 Jun 2009 11:53:05 +0000 http://www.shiftselling.com/?p=990#comment-1044 Our Best Tip: Let the customer work however he/she is most comfortable working. We create documents for customers (like training manuals, product catalogs, etc.) So we make it as easy to work with us as possible -- we'll take customer's information in whatever format works best for them: various computer file types, over the phone, via fax or e-mail or handwritten, even if it's on the back of a napkin. Then we give it back to them in whatever format is best for them. Some of our competition requires certain file types or formats and some don't return files to their customer. Our Best Tip: Let the customer work however he/she is most comfortable working. We create documents for customers (like training manuals, product catalogs, etc.) So we make it as easy to work with us as possible — we’ll take customer’s information in whatever format works best for them: various computer file types, over the phone, via fax or e-mail or handwritten, even if it’s on the back of a napkin. Then we give it back to them in whatever format is best for them. Some of our competition requires certain file types or formats and some don’t return files to their customer.

]]> By: Dan http://shiftselling.com/2009/06/08/the-number-1-mistake-sales-people-make/#comment-1043 Dan Sun, 21 Jun 2009 14:52:50 +0000 http://www.shiftselling.com/?p=990#comment-1043 That is great info. Before I started my company I started interviewing my No's about 3 months afterward. I found a commonality between all of them "You're just too hard to do business with" Soon thereafter I left my company and started my own, and you guessed it, those are my very first clients for my new company. It all comes down to they have pain, can you solve it? That is great info. Before I started my company I started interviewing my No’s about 3 months afterward. I found a commonality between all of them “You’re just too hard to do business with” Soon thereafter I left my company and started my own, and you guessed it, those are my very first clients for my new company.

It all comes down to they have pain, can you solve it?

]]> By: Mark Allen Roberts http://shiftselling.com/2009/06/08/the-number-1-mistake-sales-people-make/#comment-1035 Mark Allen Roberts Tue, 09 Jun 2009 16:09:47 +0000 http://www.shiftselling.com/?p=990#comment-1035 Great post, This is such a pervasive problem I did a little research. I asked sales people why they did not get the business, and their answers were predictable; • Our price was too high • Our product sucks • The other rep has a relationship with the buyer ( only rep that went to his daughters wedding) So then I read some research and asked buyers why they did not buy, there answers were interesting; • Not listening • Does not follow up timely • They talk too much I found 50% of sales are lost due to the process of sales and has nothing to do with the product or price. I blogged about this WARNING: Buyer’s say what salespeople do wrong?..PRICE is not on the list! At http://nosmokeandmirrors.wordpress.com/2009/04/23/warning-buyers-say-what-salespeople-do-wrongprice-is-not-on-the-list/ Having led sales and marketing teams for over 25 years one of the most valuable exercises we can all do is win/loss calls. Thanks again, Mark Great post,
This is such a pervasive problem I did a little research. I asked sales people why they did not get the business, and their answers were predictable;
• Our price was too high
• Our product sucks
• The other rep has a relationship with the buyer ( only rep that went to his daughters wedding)
So then I read some research and asked buyers why they did not buy, there answers were interesting;
• Not listening
• Does not follow up timely
• They talk too much
I found 50% of sales are lost due to the process of sales and has nothing to do with the product or price. I blogged about this WARNING: Buyer’s say what salespeople do wrong?..PRICE is not on the list! At http://nosmokeandmirrors.wordpress.com/2009/04/23/warning-buyers-say-what-salespeople-do-wrongprice-is-not-on-the-list/
Having led sales and marketing teams for over 25 years one of the most valuable exercises we can all do is win/loss calls.
Thanks again,
Mark

]]> By: Eliot Axelrod http://shiftselling.com/2009/06/08/the-number-1-mistake-sales-people-make/#comment-1033 Eliot Axelrod Tue, 09 Jun 2009 15:42:05 +0000 http://www.shiftselling.com/?p=990#comment-1033 You can't emphasize this point too much. In sales to large corporations or even government agencies, buying from a new vendor is extremely time consuming. Any time that you can offer something early in the relationship that flies below the purchasing radar gives you a tremendous advantage. You can’t emphasize this point too much. In sales to large corporations or even government agencies, buying from a new vendor is extremely time consuming. Any time that you can offer something early in the relationship that flies below the purchasing radar gives you a tremendous advantage.

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