Most salespeople make the same common mistakes that kill their sales. These pitfalls are actually easy to avoid, but few salespeople know how.
In this video, I’m going to teach you the seven deadly mistakes that most salespeople make—and how to avoid them. Check it out:
I want to hear from you. Which of the ideas did you find most useful? Be sure to share in the comments section below. I’ll read every single comment. And if you enjoyed this video, click right here for a free eBook on 25 tips to crush your sales goals.
Find out the customer’s problems he’s trying to solve and solve them! It’s all about the customer and meeting his needs- not what the salesman has to offer that may not be a fit.
Exactly David. Great, great point.
Maybe I’ve been in sales too long, but none of these are really useful for an experienced sales person, but perhaps for a rookie. I’ve done or not done all of these steps my entire sales career of 20+ years. I have been very successful. The only one I can claim as a bit of a challenge for me is “dropping dead weight.” My persistence kicks in and if I recognize the fit, I don’t give up.
I never understand why people like to self-aggrandize in the comments section of a blog. Best of luck to you.
I liked the comment on before you start your presentation to ask for their challenges.
Exactly right Phil. Need to fully understand what’s going on before we ever get into presentation–especially in an industry like yours.
#5 unwilling to drop the deadweight…my stick-to-it ness can lead to my undoing…not maximizing my time ….hard to drop the problematic prospects..but it makes sense.
Gotta drop that deadweight and move on to new prospects. There are better opportunities out there!
Presenting to early was great! So true.
Glad it’s helpful Kim. Presenting too soon is a killer of sales. Well done.
Distinct, focus on them, not showing value, afraid to ask for a budget,unwilling to drop the dead weight,presenting too early and no specific next steps. Thanks Marc. Always cool advice.
I am a printer and my biggest challenge (probably mental) is the VALUE one. As a Printer, the majority of my clients want only to get a quick low price, on time delivery, great service and a great end product. Most printers already claim these to a new prospect. Commodity? So usually my added value comes with my service (but everyone promises service) and or when the job is complete.
I try to go above and beyond by sending thank you notes, samples or other memorable items.
Any suggestions on a creative way to describe or deliver value or a “distinction” message to a NEW prospect to separate myself from all the other printers?
Thanks again. Have a great one!
Tim
Hi Tim,
Great question. This is common in “commodity” like businesses, of which printing would fall under. The way to stand out is to stop being a commodity. Focus on the outcomes and results that you create for clients. It’s not about the STUFF that you sell, but rather the results it creates and bundle the hell out what you do, including some consulting in options 2 and 3. Hope that helps.
Thanks Marc. Always helpful to get another perspective. I am going to be more creative of some outcomes that the prospect may not even be aware of until I create (and bundle) the hell out of them, I like how you stated that.
Way to go Tim!
Hi Cousin, it’s Rich Washak Jr. been following your outstanding career, I’m trying to get my sales staff motivated problem is they are old school and long in the tooth ( like me) the luxury business such as fine jewelry has been beyond a challenge no one wants to pay the price on the ticket and discounting is killing the bottom line, business is no longer fun or profitable. Do you have any real physical copies of your 25 sales tips? two will do. I downloaded one but when it come to the tech highway they are still on a dirt road. do you have any suggestions to get traffic in the door that is radical but effective? Richard
Hey Rich, great to hear from you. Sorry to hear about the challenges with the biz. Shoot me an email at marc@marcwayshak.com and I’ll send you a few copies of my book, Game Plan Selling. As for getting traffic, I find that hosting exclusive events in the high-end retail space is massively effective.
Thank you Mr Wayshak. #6. I know better, but get anxious sometimes and go right in to presentation too early. Biggest pitfall is the bulk of the presentation can be about things the buyer has no interest in, and the good stuff gets lost. The presentation has to be around their needs and wants, and that info comes from getting to know the client first.
Liked the video very much.
Very common challenge Gene. Really hold yourself accountable to holding off on the presentation.
I’ve always taught sales professionals to act like an aspirin. First, find where it hurts. Second make the pain go away.
I like it Scott. Well said.
Make yourself diff, great point how the heck do you do that? seems a lot easier said than done. I understand its gonna depend on your product but let’s say there is not a lot of wiggle room, and your differences between you and your comp take more than the 8 seconds you’ve got on the intro
Drop dead weight, sounds like a fine line, some clients are dead at one point but come back, how far do you drop em, I would disagree, I drop people but I will always set up to come and check on them in a few months or years
Tangible next steps, that’s gotta be my biggest struggle. A successful pitch ends for me when the prospect agrees for me to send the proposal and I cant wait on the phone for them as they got to review and what not and even if I get them to agree I will call them in the next few days to see what they think, there is no stopping them from just ignoring me till they are good and ready, if ever, C’est la vie right?
Josh, great points. You make yourself distinct through how you talk as well as what you say. I have other videos on how to start a conversation where you can see specific ideas.
Not showing value is key to me.
Glad to hear Jones!