Skip to main content

3 Fatal Mistakes Salespeople Can Avoid

Everyday a dozens of people take the plunge into a career in sales. Unfortunately, a large majority of them will not make it past their first year. My book, "You're Going To Be Great At This!" is billed as being the book you'll wish you read before you started selling, and if you haven't read it yet, I encourage you to go to Amazon and get a few for Christmas (stocking stuffers, lol).

In the meantime, here are a few mistakes that I see when I watch salespeople. If you can catch yourself doing any of these, you can always make the adjustment.

  1. Listen more, talk less. We all know the saying that you have two ears and one mouth. It's true. Ask open-ended questions instead of "yes/no" questions, you and your prospect will have a discussion instead of a survey. For instance, "What do you like about ______?" or "How do you feel when ______?". These questions create a dialog that helps you tap into what your client really wants.  
  2. Network, network, network! Get out there and find people. Join organizations, like Rotary or Optimist. Volunteer at your place of worship. Getting in the trenches with fellow members of an organization will help forge a relationship better than talking over a cup of coffee. And don't think LinkedIn is the answer to all of your networking problems. It's great as a door opener but you'll still need to make a personal or phone appointment to make a real connection. 
  3. Ask for referrals/introductions. People are funny about giving referrals sometimes. I cover this in my book, but it doesn't mean you shouldn't ask. I prefer to reframe the referral discussion as a "introduction discussion", where I simply ask if someone would be willing to "introduce" me to their boss, co-worker, colleague, etc. You'll have to know who you want to be introduced to, so do a little research on LinkedIn to find our who your prospect knows. (DO NOT go through their Facebook friends. It's just creepy!)
Image may contain: 2 people, people smiling, people sitting, people standing and text
So there are a few tips of the trade. I wish you great success and remember, you're going to be great at this!

Chris Castanes is a public speaker and president of Surf Financial Brokers. If you'd like to learn more about having Chris speak to your sales or civic organization, visit www.ChrisCastanes.com .
Labels:

Comments

Post a Comment

Popular posts from this blog

Adam Griggs Discusses The Entrepreneurial Journey

As entrepreneurs, business owners and other self-employed types, we are always try to learn how to work efficiently, maximize profits and keep our focus on the future. Sometimes, we overlook an obvious resource. By listening to the stories of how others in our shoes have made the journey to successful business person, we can see how our own stories are either similar or completely different. I personally love reading biographies of successful business people throughout history. Recently I finished David McCullough's book, "The Wright Brothers". Most of us know the story of these two bicycle shop owners who figured out how to fly and control the flight. However, there were other parts of this story that I learned. Their tenacity, business acumen and planning were integral to their success.  This is usually the case of most successful people.  By reading or hearing of these kinds of examples, we can look at our experiences to learn as well. Recently I had Adam Griggs of the...
Post a Comment
Read more

Dave Campbell Discusses Being Action Oriented

I recently had a great talk with Dave Campbell from True Media Solutions and host of 9 (!) podcasts. We discussed how people don't take action and delay their goals because they are waiting to learn more and their desire to make it "right the first time".  If you are in the process of starting a business, a podcast or any other project, and you keep putting it off until you think the time is right, now is a great time to listen. And please subscribe or follow. Chris Castane s is a humorous speaker who helps sales people succeed through workshops and humorous presentations. His new book, "Nearly Motivated" is available on Amazon. For booking information,  click here . His new podcast,  "You're Going To Be Great At This!"  is available on most platforms.   He's also the president of  Surf Financial Brokers  selling life and disability insurance in several states.
Post a Comment
Read more

A Great Tool For Your Drip Marketing Campaign

In today's fast-paced world, staying connected and informed is key to successful networking. Imagine having a tool that keeps you updated on your prospects' achievements and interests without lifting a finger. Enter Google Alerts—an easy way to keep your network engaged and your name top of mind. Google Alerts allows you to monitor the web for specific keywords, such as a prospect's name or industry-related topics. When you set up alerts, you receive notifications whenever new content appears online. This enables you to congratulate a contact on a recent achievement or share relevant articles, demonstrating your attentiveness and interest in their success.  Consider a scenario where a client, Mary Johnson*, is mentioned in an article for her outstanding work. With Google Alerts, you receive this information promptly and can reach out with a congratulatory message. This small gesture can strengthen your relationship and keep you in their thoughts for future opportunities. Ne...
Post a Comment
Read more