- With so much information available on the Internet, today’s customers are often better informed than the salespeople who are helping them.
- Customers won’t tolerate a salesperson getting paid who, in their estimation, fails to provide meaningful value.
- The day is gone when wearing a suit is the major prerequisite for a salesperson (male or female), along with the idea that by looking successful, customers will think you are.
- What is the best education for becoming a salesperson? Being trained as an investigator where you are forced to be attentive to the facts, listening and focused on solving problems.
- Failure to follow up contributes to most lost sales.
- Many salespeople may be most successful in talking themselves out of getting the order.
- Salespeople mistakenly attribute their success to their salesmanship or customer relationships, when it’s really that the customer is ready to make the purchase.
- Avoid partnering new salespeople with those who are more experienced, since that’s often the perfect way to perpetuate bad habits and incompetence.
- The biggest mistake salespeople make is trying to sell something. The right mission is solving a problem for a customer.
- Too many salespeople depend on their mouth as their favorite tool for getting the order. They want to win sales with words, not by satisfying their customers.
This is the environment where most salespeople find themselves today. In many respects, it’s confusing and frustrating, quite different from the way it was just a couple of years ago.
John R. Graham is president of Graham Communications, a marketing services and sales consulting firm. He writes for a variety of business publications and speaks on business, marketing and sales issues. Contact: 40 Oval Road, Quincy, MA 02170; 617-328-0069; email@example.com; www.grahamcomm.com.