« Improve You Sales Call Memory to Strengthen Your Sales Intuition | Main | How Ronald Reagan Would Change Your Corporate Presentation »

Comments

Steve - great list - can I add some from my firm's experience?

11. They wait for the prospect to request a quote from the market - they don't realise they have to get to the prospect BEFORE this happens.
12. They don't sell to decision makers.
13. They ONLY sell to decision makers (and upset everyone else!)
14. They ignore the "personal wins" the buying influencers must feel related to dealing with them.
15. They say they are "better" than their competitors - they don't realise they have to be different.
16. They don't actively and continually measure whether or not the prospect is "coming along for the ride" (ie qualifying).
17. They actually believe they lose deals because they were too expensive.

There's many more - hope this is a constructive addition!

Verify your Comment

Previewing your Comment

This is only a preview. Your comment has not yet been posted.

Working...
Your comment could not be posted. Error type:
Your comment has been saved. Comments are moderated and will not appear until approved by the author. Post another comment

The letters and numbers you entered did not match the image. Please try again.

As a final step before posting your comment, enter the letters and numbers you see in the image below. This prevents automated programs from posting comments.

Having trouble reading this image? View an alternate.

Working...

Post a comment

Comments are moderated, and will not appear until the author has approved them.

Your Information

(Name is required. Email address will not be displayed with the comment.)

My Photo

FAVORITE WEB SITES

Twitter