New of impending fiscal cliff in the US, continued bad numbers from the Eurozone, Worst GDP numbers from India in a decade do not make our work in sales any easier than yesterday.
Selling is hard work, but it’s even more difficult when the sales team starts exhibiting dysfunctional behavior in the face of serious challenges from the economy, clients and competition!
In times of crises like this, Sales reps and sales teams exhibit behavior that I jocularly refer to as “sins”! And I am giving away advice free to those who care to read and listen on how to cope with this bad behavior!!
- OVERCONFIDENCE. When everyone wants to make big numbers, there’s a tendency to sell too much, too quickly.Solution: Before closing, always make certain that the customer really needs your offering and that your firm has the resources to deliver promptly. Key take away
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