Sales people tend to commit lot of mistakes in their jobs. This PPT highlights some of the major ones they commit. Will be useful to all levels of sales professionals and their managers

1. BIGGEST MISTAKES OF SALES PROFESSIONALS
SANKARLAL, HOW SALES CONSULTANTS

2. SANKARLAL
How Sales Consultants
# 98846 34111
https://www.facebook.com/sankarlal.shanmugam/
www.howsalesconsultants.com

3. RATIONALISING SALES FAILURES
 Blaming it on company, manager, price, competitor
 Not taking responsibility
 Not analyzing every failure

4. RATIONALISING SALES FAILURES

5. NOT RESEARCHING THE CUSTOMER
 Walking into meetings with little information/ preparation
 Not using available data
 Customers respect when they understand that you know about them

6. NOT QUALIFYING CUSTOMERS
 Going behind every customer in anticipation of business
 Be ruthless… Probe…Qualify
 Money……Authority….Need

7. NOT LISTENING
 Speaking more; listening less
 Listening only to respond
 Listening with the FMs on

8. NOT BEING IN CONTROL
 Sales conversations are directed by customers
 The seller has very few influence on how the conversations flow
 Trying to reply and not steering conversations
 Lack of questioning skills

9. ‘CUSTOMER IS BIG’
 ‘Customer is Big; I am small’
 How can I …………………………………?
 If something goes wrong…………………………………………

10. ASSUMPTIONS & OPINIONS
 Opinions/ Bias about people or certain things
 Come in the way of our interaction
 Have an influence on us
 Can go wrong

11. PLEASING - AS A STRATEGY
 Customers buy from those whom they respect
 Or from those who help in value creation or discovery
 Pleasing as a strategy works in few cases only

12. FAILING TO ASSESS BUDGETS EARLY ON
 Difficulty in asking hard questions on the face
 Lack of conviction about Self

13. FAILING TO REVEAL PRICE EARLY ON
 Keeping the Price under wraps for long
 Customers may not have any clue about your pricing
 Both get disappointed in the end
 Waste of Time and Energy

14. BECOMING TOO PREDICTABLE/ SAME OLD SALES PITCH
 Same old method of sales pitch
 Boredom for customers
 Reinvent your pitch once in while
 Make it up to date and interesting

15. NOT FOLLOWING UP/ GIVING UP VERY EARLY

16. BELIEF IN MATCHING EVERY SPEC OF COMPETITOR
AT A LOWER PRICE
 Companies are commercial entities
 Choose product and pricing policies
 You have little say in that
 When you can not accept what your company offers, you will find a reason for
failure
Many sales people are fully convinced about Product and Pricing strategies of their Competitors.
But not of their Companies.

17. SELLING FEATURES AND NOT BENEFITS

18. SELLING BENEFITS WHICH ARE NOT APPRECIATED
 Selling benefits and features which are not part of Needs
 Appealing to generic Needs

20. SANKARLAL
How Sales Consultants
# 98846 34111
https://www.facebook.com/sankarlal.shanmugam/
www.howsalesconsultants.com