101 Things which a sales

person should not do during

sales

Prof. Timira Shukla

Think Big, Act Small

You are so excited about your new sales position
that you just cant wait to present to the largest
accounts in your territory

Whats wrong?
Enthusiasm will not close the sale

Success Strategies:
Call on the smaller accounts and ask questions.

When Bigger Is Better

Though you are closing at high percentage, you
are still knocking yourself out calling on small
accounts.

Whats wrong?
The payback or return on selling time is abysmal.

Success Strategies:
You will discover that larger accounts often
are less trouble than smaller accounts.

Mingle and Tingle

You convince yourself you are not an introvert,
you figure you can just call them when you have
to.

Whats wrong?
Opportunities to discover new business are being
missed.

Success Strategies:
Introduce yourself to as many people as you can

Right Building Wrong Office

You need to see the marketing director of a large
firm, but you find it far easier to get to the
purchasing manager.

Whats wrong?
You are calling on the wrong person.

Success Strategies:
Be more creative in calling on the marketing
director by perhaps, sending a telegram.

Just Let Me Put These Paper

Clips In Order
Your files are in order, your pencils sharpened,

and your desk is clean.

Whats wrong?
You are not selling.

Success Strategies:
With every new sales effort you must expect to
feel stupid at times.

Attack Is Not A Good Tact

Your prospect praises your competition, and you
respond by harshly criticizing them.

Whats wrong?
You are making the prospect look bad by
disagreeing with them.

Success Strategies:
If your prospect compliments your competition,
agree with the assessment. Your job is to
determine how you can better fill this prospects
needs.

Fork On the Left, Tie in the

Soup.
You are having dinner with a major prospect, and
aside from sliding food into your mouth with a
butter knife and talking with your mouth full,
everything seems to be going well.

Whats wrong?
The terrible impression you are making doesn't
reflect well on your company.

Success Strategies:
You must teach yourself how to eat properly in a
restaurant.

Loose Lips Sink Ships

You are socializing with a prospect and after
having a few drinks, you become quite talkative.

Whats wrong?
The prospect will worry about you spilling his
company secrets if she ever did business with
you.

Success Strategies:
Discretion is something all companies value, and
you need to practice this if you expect to be
anyones business partner.

Surrounded By Imbeciles
Every lost sale is blamed on: poor technical
support thick headed prospects and weak
management.

Whats wrong?
You are immature and cant take responsibility

.
Success Strategies:
for your own actions

Improve your attitude.

I Didnt Do Anything, Its All

His Fault
Sales associates are working for you, and
whenever a prospect has problem, you
simply blame it on one of them.

Whats wrong?

You are setting a terrible example.

Success Strategies:

If there is any problem try to solve it as

soon as possible. If the fault is yours, own
up to it in a forthright manner.

She can do more than

accessorize
You are selling to a man and his wife,
and during the presentation you are
giving all of your attention to the man.
Whats wrong?
The wife will probably have a major
influence on the decision.
Strategy!
Try asking questions to determine who
is the primary influencer of purchase

Familiarity breeds contempt

You are meeting a prospect for the first
time, the consecutive CEO of a mid-sized
company. You greet him with a hearty,
hey frank and a terrific slap on the back.
Whats wrong?
Anyone else in the meeting will also feel
offended by your treatment of their leader.
Strategy!
Determine the mood of the meeting by the
behavior of the prospect.

Yes we have no agenda

After meeting with the prospect and sharing
a lot of information, you walked away
wondering what to do next.
Whats wrong?
There was no specific agenda before the
meeting.
You dont know how to create an action plan.
Strategy!
Have a clear objective for every call and
know exactly what you want to
accomplish.

When four letter word kill that

four letter word called SALE
On your first call with a prospect, you
describe what you sell in a very eloquent
terms. you even spice up your description
with a four letter word like hell, damn and
a couple of other to emphasize your
position.
Whats wrong?
You will offend the prospect.
The prospect certainly wont feel comfortable
offering you any referrals.
Strategy!
Pick your words carefully when calling on
any prospect.

Maybe I should make it

multiple choice
You have asked plenty of questions when calling a
prospect, but all you are getting is one word
answers and little information.
Whats wrong?
Closed-ended question are being asked instead of
open-ended ones.
Prospect isnt comfortable enough to share
information with you.
Strategy!
You need to have a mixture of open-ended question
that give you data and open ended question that
give you present conditions, wants and concerns.

Now I have to schedule a

seance
You have asked your customer for referral,
and shes agreed to give you one.
Whats wrong?
You didnt asked for more than one referral.
You didnt ask the customer to, at least,
contact the referral before you made your
call.
Strategy!
Always attempt to get the customer to call
the referral immediately, preferably with
you present.

Why dont they shut up and

buy?
Objections are part of selling process, but
youd rather not have to deal with them at
all. so you ignore them and you just keep
selling.
whats wrong?
If you are not answering objections you
wont be selling anything.
If the prospect is ignored, they'll become
irritated.
Strategy!
You must handle objection effectively.
Continue by asking open-ended questions to
obtain as much information as you can.

I know its just in from Paris, but it

still makes me looks stupid
You makes all the calls. Youre seeing
prospect. Youre selling features. What you
cant understand is why you arent selling
product.
Whats wrong?
Customer need to have features translated
into benefits.
You are a great source of information, but
youre not providing solutions.
Strategy!
Use the FAB technique.
You must also know your advantages
because of obvious competitive issue.

Sold: going, going, gone

The prospect become a customer and you
immediately move on, wasting little time
on post-sale follow up.
Whats wrong?
The customer could become a dissatisfied
customer and return your solution.
Opportunity for future business will be nil.
Strategy!
Dedicate some time for training and followup with your new customer.

Heads you pay, tails we

split it.
You take a major client out to lunch to
celebrate your new business partnership.
you order first and just order a salad,and
tell your new customer to order anything
on the menu.
Whats wrong?
You should not have ordered first.
It makes your company look like its not
doing well
Strategy!
Dont restrict a customer or prospect from
ordering whatever they want off the menu.

First impressions
Always notice a huge yellow stain on your
sleeve.
The prospect wonders why you dont care
enough to look your best for this meeting.
Try to overcome your fashion faux pas.

Send in the clowns

You dont look professional.
This image poorly reflects on your
company.
Prospects will be embarrassed to be
seen with you and heck,your own
management will be embarrassed.

A group photo of myself

You have got a big ego.
Closing the sale will be more difficult.
You even quit the basketball team in
school you had to play with others .

Talk ,talk, and and watch the

orders walk
You might have talked your way out
of the sale.
During the sale close you dont
know when to close your mouth.
Dont observe or listen buyers
signals.
Prospect might be angry ,and
probably confused.

Culture (kiss ,bow or shake

hands)
Different culture demand different
selling approaches.
Learn the ways people talk around the
world talk ,act and make decisions.
Learn how to use chopsticks-for eating
,not drumming.

I know I know I know ! Well,

maybe I dont!
Your creditability is suspect.
Listen to your customers and exactly
what they are asking.
Management will be displeased by
you deluding the customer and also
misrepresenting your capabilities.

And I dont have even own

stock in the phone company!
Nothing wrong with spending this
time much time on the phone if ur a
teenage girl.
Business is lost because youre not
providing the necessary personnel
contact.
Not communicating with people at all
who never pick up the phone.

The rocky roads with two

scoops
Why you were rejected and learnt
from it.
Your self confidence is non existent.
They say no to your product not to
you.

I am finish washing your car

boss, anything else?
After washing her car she will insist
you wax it.
Relationship should be professional
and always be on business level.
You could be wrongly promoted on
the basis of your relationship not
your abilities.

Not me I am selling!
Remember your question might take
wrong direction.
The prospect will be controlling the
call not you.
Irritating your prospect by
attempting to close an sale at an
inappropriate time.

Thank you