Interested in hearing your experiences
LanceDollarz
What are the most common mistakes you see sales people make?
12
Talking too much. Asking how someone’s doing. Offering a solution when you don’t even know a problem yet.
Asking how someone is doing? Why is that a mistake?
Because it’s generic.. clients hear this “ oh another sales rep is calling me fuck off” unless it seems authentic - which is hard to pull off.
Oh…you are talking about for cold calling. Yea I agree.
Dishonest. Not actively listening. Feature dump instead of providing value.
A new bdr at work goes for the feature dump and when questioned gives a little lie whilst I’m shadowing their call…when I see the prospects clock on to what’s happening it is such a hands in your head moment.
Happy Ears! Not listening to what the prospect is really saying and only hearing what they want to hear.
Not being transparent.
Not staying organized and get complacent when they hit their number
They ask questions without understanding or explaining the intent behind them...
Do you have sales people that work for you? What mistakes do you see them making? CEOs often can pinpoint them or are oblivious.
Do you have sales people that work for you? What mistakes do you see them making? CEOs often can pinpoint them or are oblivious.
Beyond what everyone has already said, AE's love to get "happy ears" they hear one of two things from the prospect that shows interest in doing business and start ignoring all other potential red flags.
It usually ends with them trying to close someone that doesn't have the juice to pull the trigger.
It usually ends with them trying to close someone that doesn't have the juice to pull the trigger.
I think collectively across both new sellers and veterans the most common mistake I see is "riding the rollercoaster". Selling is always going to be a series if the highest highs, followed by a series of the lowest lows. The frequency and longevity of the highs and lows can vary -- the absolute truth is that for every up, comes a corresponding down. Too many sellers get too high.....and then crash hard. A sales career is about executing process and good habits at scale to drive predictable and consistent results. Remove emotion and watch your numbers soar each and every quarter.
Going straight for the kill on an intro call prior to even asking them what they are hoping to get from using your product etc
Lack of humility
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