What should you stop doing in sales?

What should sales people stop doing?

Salespeople please STOP:

Saying “Just following up…” or “Just touching base…” Talking to Carl the Clerk (who can't make a decision to save his life) Selling the gatekeeper (he can't make a decision either) Talking about WHAT you do.

What are the 4 common sales mistakes?

What are the dos and don ts in sales?

Don't be too pushy. You can't sell to someone who doesn't want to be sold to right now. If you pursue someone like that, you'll harm your reputation by turning yourself into a form of human spam.

When should you walk away in sales?

As part of your sales process, you need to uncover your prospects pain so that you can tailor your value proposition to their priorities. If they can' tell you what success means to their project or when they need the project to be completed by, then it is a clear sign to walk away.

Stop Selling Start Closing

What is the 3 3 3 rule in sales?

The 3x3 Rule or Method is a sales prospecting approach that says you should spend just 3 minutes to find 3 pieces of information on a prospect. By following this rule, you'll be reaching out to prospects quickly without falling into the trap of endless research.

What is the rule of 7 in sales?

The rule of seven states that it takes an average of seven "exposures" with a prospect to generate a sale. In other words, prospects must be exposed to your B2B company or its marketing messages at least seven times before they'll agree to make a purchase.

What are the golden rules of sales?

Brian Tracy: “Sell unto others as you would have them sell unto you. The successful sales professional uses the golden rule to sell with the same honesty, integrity, understanding, empathy, and thoughtfulness that they would like someone to use in selling to them.

What is the 5 second rule in sales?

Regardless if you are struggling with motivation, call reluctance, or having a tough conversation with a customer the 5 Second Rule might be a path to get it done. The rule is simple. You start with the decision to take action and then you give yourself 5 seconds to do it. That's it!

What is that one thing a salesperson should absolutely never do?

1) Procrastinate

Great salespeople don't procrastinate. They always have this sense of urgency that compels them to get things done instantly. They're like beavers, they are always working with a sense of purpose, never letting an opportunity slip by.

Why do most sales fail?

One of the other reasons why salespeople fail is poor time management. Your salesperson should be able to balance his time between researching the quality of the leads, making calls, taking sales prospects down the sales pipeline, and even doing sales presentations with a sales pitch.

Why do sales reps lose deals?

That said, there are a myriad of reasons why sales reps lose deals, from poor preparation to catching a buyer on a bad day. But there are major, common factors at play, too. Conveying value to the buyer up front is critical, yet it's often overlooked or insufficiently emphasized by the seller.

What makes a salesperson bad?

What makes a salesperson "bad" is not their personality or potential — it's their habits. Through taking unhelpful advice, improper training, and inexperience, salespeople can pick up habits that do more harm than good. To become a better salesperson, you've got to re-think your daily habits.

Why do salespeople quit?

Let's get right down to it. There are countless reasons why salespeople quit. Better pay, a lack of career development opportunities, and a poor work-life balance are just a few that come to mind.

What is the greatest enemy of sales success?

How do I stop hating sales?

What is the 60 40 rule in sales?

The rule is simple — in any conversation, as the person who is conceptualizing, developing, selling or optimizing an idea, you should listen at least 60% of the time; and talk no more than 40% of the time. This may feel a bit counter-intuitive to some. As an entrepreneur, we need to sell others in on our ideas, right?

What is the 60 30 10 rule in sales?

The 60:30:10 rule involves spending 60% of your strategic time on the most pressing issue, 30% of your time on the issue which will become the most pressing , and 10% of your time on the one that follows.

What is the 90 10 rule in sales?

Without rambling on about it, the 90/10 rule is about the basic format of your emails as well as you email strategy. You want the majority of your emails to be 90% content and 10% promotional. You also want 90% of all the emails you send to follow this 90/10 rule, with the other 10% being purely promotional.

What are hard sell tactics?

A hard sell is a sales strategy that is direct and pushy. It is designed to get a consumer to purchase a good or service immediately without time to contemplate. Hard sell tactics have a negative connotation and are considered unscrupulous.

What is the platinum rule of sales?

Most of us grew up with the Golden Rule (Do unto others as you would have them do unto you). The “Platinum Rule” is a common business buzzword. The Platinum Rule states that instead of treating people the way you want to be treated, you should invest time in discovering how they want to be treated.

What is the number one rule in sales?

The number one sales rule to follow is to never end your day without taking at least one proactive step to put prospective business in the top of your sales funnel. That means making one call, asking for one referral, sending a letter, an email, or going to a networking event.

What is the 100 rule in sales?

The rule of 100 states that if a product's original price is under $100, a percentage-based discount—for instance, 30% off—will appear more attractive to customers.

What is the 10 10 10 rule sales?

After having struggled with decision-making and wanting to have it all at the same time, Welch came up with this 10-10-10 technique. “Now I consider with every decision, what are the consequences in 10 minutes, in 10 months, and in 10 years. I put every decision in this frame.”

What is the 10 3 1 rule in sales?

Ten-three-one. It takes 10 leads (suspects) to generate three prospects (who participate in full fact finding), and one of them will become a client. That's the essence of the 10-3-1 ratio made famous by Al Granum, CLU, who passed away last week at the age of 91.