If you are a sales professional, there is a good chance you could be using sales tactics and strategies that are now outdated and have just been passed along through companies over the years. In this episode, Eric breaks down 5 mistakes that sales professionals make. You might be surprised to hear that some of these are mistakes because they might be advice you have learned from a mentor in the past, but are actually costing you sales.
The first mistake is confusing commonality for rapport. You might think that finding something that you share in common with a customer means that you are building rapport and in turn will make them trust you, but the truth is that you could be wasting time that you should be spending explaining how you can help them. As Eric says in the episode, “People want to buy from professionals and experts, not friends.”
The second mistake is selling to everyone the exact same way. Each person is unique and requires a different approach. Using an approach that clashes with that person’s personality and decision-making process, might push them away.
The third mistake is not having a weekly plan. Not setting your week up with intentionality is costing you time and productivity. Listen in for Eric's tips on how to set your week up for success.
The fourth mistake is not having a process for asking questions. In this episode, Eric walks you through his process that helps you learn what you need to know to help the customer solve their problems. You don’t want to “show up and throw up” all kinds of information about how great you are. Learn about the customer with the right questions and then show how you can help.
The fifth mistake is not validating what they are looking for. If you don’t do this, you might end up writing a proposal that doesn't even match their needs. Make sure you know what they actually want.
Tune in to hear about each of these mistakes in more detail, and how to avoid them.
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Email: eric@thegoalguide.com
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