I have been blogging at length about sales management, selling skills, personal attributes of great sales stars, selling acumen and so on.
I also wrote about the tricks that our customers play on us and watching to see if we would blink, and then take advantage of our intrinsic weakness to “close the sale” and achieve our quota targets….
I have been meaning to speak of 7 major points that for me are the proverbial “deadly sins” that often impede our performance as sales professionals.
These are the Seven Deadly Sins of Selling.
- SIN #1: Not being personally accountable. Don’t pass the buck somebody else in your firm; your customers want your personal skin in the game.
- SIN #2: Failing to understand the customer’s business. Don’t expect customers to answer dozens of questions just because you didn’t do your research.
- SIN #3: Being an adversary, not an ally. Since customers are risking their career doing business with you, they expect you to represent their best interests.
- SIN #4: Selling products not solutions. Don’t burden customers with features and functions; tell them how your solution will help their business.
- SIN #5: Being inaccessible when needed. If customers are important to you, you’ll answer their email or voice mail within minutes, not hours.
- SIN #6: Selling rather than helping. Customers want you to be thinking about how to help their firm, not how to sell your products.
- SIN #7: Wasting the customer’s time. If your solution isn’t the right choice for the customer, say so. Don’t waste their time pitching something they don’t need.