The 3 Biggest Mistakes Salespeople Make in Today's Selling Marketplace and How Professional Salespeople Handle Them
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The 3 Biggest Mistakes Salespeople Make in Today's Selling Marketplace and How Professional Salespeople Handle Them

Learning the biggest mistakes a salesperson can make that keeps them from being successful in sales. The difference in how a professional salesperson avoids those mistakes and makes more money.

Make no mistake; there is a difference between a professional salesperson and a regular salesperson. Being a professional salesperson in today’s market takes more than just having a great presentation and a great product to sell. It also takes more than tenacious prospecting. Salespeople have gotten savvier with technology that allows them to get to new clients quicker due to hand held navigation systems, networking availability on social sites, and worldwide webinar capabilities. It’s easy to forget the basics that can kill your income when you’re all caught up in processes and procedures, no matter how advanced they are. Even with all this excellent technology, there remain 3 key elements to sales that if forgotten, will keep a salesperson from closing deals and earning a good living.

1. Follow up- Salespeople are notorious for not keeping good notes on prospects. Many consider it a waste of time updating their CMS (Customer Management Systems) databases and think they will just remember everything. This is how appointments get missed, or promises to clients get forgotten. Jotting down notes on post it’s or in your planner will not cut it. Professional salespeople today understand the value of noting every contact, every call attempt, and every result of a meeting in detail on their CMS programs. They understand that this form of “downloading” from their mind is actually quite refreshing and allows you to decompress information so that you can let your mind relax more knowing that all pertinent information is now secure and not taking up your short term memory space. There is a sense of relief knowing once the data is entered and you’re various alarms and alerts are set for follow up, that you won’t forget anything. The professional salesperson will sleep better at night, and be more focused on their presentations.

2. Chasing Whales- Salespeople definitely love the thrill of the chase of that big deal. Truly there is no greater feeling than landing that “big one”. Sometimes it is the fault of the Sales Manager as they use those previous big deals as motivators for new salespeople. The problem is that one can get caught up in chasing big fish and forgetting that they need to eat in the meantime. Big deals almost ALWAYS take a long time to close, and while they are fun to work on can be motivating, they can also be morale killers when they fall through or a salesperson isn’t prepared for the endless delays. It is one thing to be counting that commission and where to spend it, but dream money won’t pay the bills in the meantime. Professional salespeople will always have some big deals in the works, but will spend the majority of their time working smaller to medium sized deals that are easier close and have quicker and more consistent payouts. The pipeline you carry is a delicate mix, and you will know if you have it right if you are not hurting for money from month to month and on occasion have a good hit drop. That type selling cycle will keep you going form many years with a very comfortable living.

3. Asking for Referrals – Many salespeople work very hard for a sale, no matter what the size. In most cases, they truly try to please the customer in any way they can. The first action to show that the customer approves of you is when they give you their business. The second is when they give you referrals. This means you have earned their complete trust and they are willing to let you use their name as a blessing to the people they know. When a professional salesperson knows they have done a great job, they have no problem with asking the customer for referrals to others that may benefit from their product. For some reason, salespeople often get ridiculously shy at this point or feel like they are being a bother if they ask for referrals. That mentality has to be expunged immediately! A professional salesperson knows they earned it and will expect to get those referrals. This also makes selling so much easier as you come with a personal endorsement which puts new prospects at ease. If you are successful in doing this, you will eventually find that your cold prospecting is nearly nonexistent and that you work almost entirely from referred business.

Taking the time focus on these three elements will make your job selling much easier, consistent and organized. With these in check, you can easily become a professional salesperson and enjoy a very lucrative career.

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