8 Mistakes Sales People Make That Can Cost Your Company Cash and Clients

March 31, 2012 by  Filed under: Sales 

In the game of business, a “lead” is worth a lot of money and potential future sales. So I find it a real shame when I see sales people making these mistakes that can cost their company and their paychecks a lot of money, credibility, and brand loyalty.

Here are the top 8 common mistakes I see sales people make.

1. Act like they know everything – No one can possibly know everything. Your prospects know you don’t know everything and they expect some honesty. So when you don’t know the answer, simply be honest with your prospect and tell them you don’t, but will get them an answer quickly.

2. Never shutting up – It’s really annoying to be sitting with a sales person and no matter what you say; they cut you off and talk over you. It’s even more frustrating when you are trying to buy and they are so busy selling that they miss your buying signals and ultimately turn you off from the sale.

3. Tell you they need to talk to their manager – If you as a sales person can’t make any decisions, why should I bother talking to you? Anyone with an ounce of common sense also knows this is an old school tactic to make you look good. So don’t waste your prospects time or insult their intelligence with this one.

4. Trash the competition – It’s one thing to tell me why your brand is better, it’s another to tell me that the “other” brand is crap. Very often, you will get a salesman on the line that cross the line and trash the competition. This is a culture issue in that company and a red flag for me not to do business with them.

5. Slashing prices – While I do love a good deal, it kills me every time when a salesman tells me they can give me a great deal off the sticker before they even know my interest level. The old saying, “you get what you pay for” comes to mind here. The other thing that is worrisome is that a company that competes on price and price alone either doesn’t know their market very well or they just aren’t as good. In either case, you want to run if this happens to you.

6. Telling the prospect you will sell it to them at cost – We all know it’s a lie. So don’t even go there.

7. Acting like a big shot – There’s a few signs your salesman is acting like a big shot. He’s wearing more gold than Mr. T. His cologne is strong enough to be declared a deadly weapon. He won’t take his Bluetooth earpiece out while talking to you and answers calls in the middle of talking to you. He comes right out and says he’s hot stuff, but you see his car is actually a Ford Focus. Never play the big shot. Clients hate it. They want to buy from normal people just like them that understand their problems.

8. Can’t answer their questions – The opposite of the know-it-all is the guy who knows nothing. He can’t tell you why something is priced the way it is, what it comes with, or how it ranks in the sea of choices. This person is basically a pulse manning the phones or there to call 911 if the building catches on fire. They are also a huge waste of your client’s time.

To learn more about this topic, visit http://www.michaellejeune.com or email Michael directly at Michael@michaellejeune.com

You can also connect with Michael on Facebook at http://www.facebook.com/michaeljlejeune. Send him a friend request and he will do his best accept it within 24 hours.

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