Keith Rosen, MMC

The Top 10 Most Common Mistakes in Selling: Mistake #4. Are you reacting to your clients as opposed to responding? | Home | Mistake #6. Do you prefer to hear “I want to think it over” rather than a “No”?

January 14, 2008
By Keith Rosen, MCC

Mistake #5. Are you chasing too many dead opportunities?

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Do you wish that your selling strategy and efforts to earn more customers were more rewarding for you? It will be if you avoid falling into these top 10 common pitfalls in the New Year.

Mistake #5. Are you chasing too many dead opportunities?

Are you making too many follow-up calls? Whether it’s because of a stubborn attitude or not realizing when a sale is truly dead, salespeople sometimes spend too much time chasing accounts that simply don’t qualify as a potential sale. This should have been detected during the discovery process in your presentation. If it hasn’t, ask questions to determine exactly where the prospect stands. When discussing the possibility of earning the business of a client, it is crucial that you give them the opportunity to not only say “Yes” but “No” as well. Getting turned down can make you feel rejected, but it also allows you to go on to more promising prospects. Remember the word “No” is simply a two letter word, that’s it.

This entry was posted on Monday, January 14th, 2008 at 8:02 am and is filed under Sales Coaching, Sales Management, Sales Training, sales articles, sales tips. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.


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