Bad salespeople may get sales, but they often do it at someone’s expense. In the short-term, that might be the customer, but in the long run poor salespeople hurt their own companies. In a recent post at the Inc.com blogs, John Treace makes this point, sharing the 5 Worst Mistakes That Salespeople Make:
- Blaming the company for mistakes. Sure, sometimes the company is to blame, but shouldn’t a sales professional be seeking a solution instead of blame?
- Failing to recommend a competitor. Your product isn’t the best for all customers all the time. Sales professionals are trusted advisors, so tell the truth when the competitor is better for a particular situation.
- Putting the sale first. When a sale becomes about what the salesperson wants and not the customer, it puts the relationship at risk. You might get that sale, but will you ever get another one with them?
- Not honoring commitments. Sales professionals keep their commitments because that builds trust. If customers cannot count on you, they will go elsewhere.
- Making “trap” presentations. Nobody wants to be goaded into a purchase they aren’t ready to make, so avoid “If I could show you X, would you buy today?” presentations.
As you can see, good sales professionals work to create relationships based on trust with clients. They take responsibility and put the customer first, always. Are you a sales professional? What do you do to create trust in your relationships with customers?
5 Worst Mistakes That Salespeople Make by John Treace at Inc.com