Albert Einstein “Success seems to be connected with action. Successful people keep moving. They make mistakes, but they don't quit.”
Conrad Hilton “The greatest mistake you can make in life is to be continually fearing you will make one”
Elbert Hubbard 1. One - Not Being Obsessed
Maintain a commitment to results every single moment you at work; utilize tools and implement ideas quickly.
2. Two - Not Listening to the Prospect
Never interrupt. Get key facts, isolate problems, and send the right message: "I am here to help you."
3. Three - Not Empathizing with the Prospect
Try to see the other person’s perspective; remember that you are not going to be thought of as the most important item on the day’s agenda. Develop respect for the prospect’s line.
4. Four – Seeing the Prospect as an Adversary
Strive to get the prospect to work with you; do not approach the sale from a confrontational mindset.
5. Five – Getting Distracted
Concentrate throughout your meeting; do not become disoriented by confusing or negative remarks from the prospect.
6. Six – Not Taking Notes
Establish control and reinforce the prospect’s desire to offer information by taking down key facts on a note pad.
7. Seven – Failing to Follow Up
Send professional-looking thank you notes at key points in the sales cycle.
8. Eight – Not Keeping on Contact with Past Clients
Remember that someone who decides to use your product or service, then falls out of your current customer base, may still be a highly qualified lead.
9. Nine – Not Planning the Day Efficiently
Commit to a daily schedule and measure your actual performance against it.
10. Ten – Not Looking Your Best
Put forward a sharp, well-groomed, professional image when dealing with prospects.
11. Eleven - Not Keeping Sales Tools Organized
Make sure you are well organized (and use all the tools given effectively)
12. Twelve - Not Taking the Prospect’s Point of View
Isolate product benefits and highlight these for the prospect.
13. Thirteen - Not Taking Pride in Your Work
Stand behind your product and your company with pride; talk frequently with other about what you do for a living.
14. Fourteen - Trying to Convince, Rather Than Convey
Demonstrate in a compelling way how your product or service can address relevant concerns. Do not apply “high pressure” sales tactics that ignore the needs of the prospect.
15. Fifteen - Underestimating the Prospect’s Intelligence
Strive to act as a conveyor of information; work with the prospect to identify problems that find workable solutions.
16. Sixteen - Not Keeping Up to Date
Do not assume that, once a sale has closed, you need no longer attempt to learn about the problems of the customer. Develop contact and monitor relevant publications to detect key trends in a given industry.
17. Seventeen - Rushing the Sale
Let the cycle progress at the pace that’s most appropriate for the prospect.
18. Eighteen - Not Using People Proof
Build credibility by highlighting past success with other customers.
19. Nineteen - Humbling Yourself
Operate from the assumption that you bring to the table a specific set of skills and a level of product knowledge that the other person can benefit from. Work with the prospect as a partner, not a supplicant.
20. Twenty – Being Fooled by Sure Things
Do not become distracted with sales on the horizon; this reduces your effectiveness in developing your customer base today.
21. Twenty-one – Taking Rejection Personally
Try to develop resilience and self-assurance when confronting rejection; remember that hearing a “no” answer is the only way to get to a “yes” answer.
22. Twenty-two- Not assuming Responsibility
When faced with a “no” answer, consider asking the prospect where you have gone wrong, or what mistakes you have made in the presentation.
23. Twenty-three – Underestimating the Importance of Prospecting
Develop good prospecting skills, and work daily to find new customers.
24. Twenty-four - Focusing on Negatives
Approach obstacles from a positive frame of mind; avoid negative habits such as complaining and gossiping.
25. Twenty-Five - Not Showing Competitive Spirit
Establish strong “battlefield strategies” that will help your “army” attain its objectives.
Stay tuned for the 25 Sales Habits of Highly Successful People.
