7 Lethal Sins of Promoting

Throughout my two-and-a-half decades of selling I have come to realize that those that need sales help are influenced by seven elements

. These factors present obstacles for just about any business development person. Deficiencies in understanding, training or education will severely impact revenues and success.

1.Service - over 50% of every selling situation involves customer support. The very fact is many selling professionals and entrepreneurs are not very good at. With competition increasing and the ill effects of a fledgling economy, selling professionals need to be more attentive to customer support. It is the clear differentiator in the current marketplace.

2.Communication -the problem with many professionals that sell for a living is that they have never been taught the proper methods of communication. The clear type of distinction in selling today is creating relationship. And the best relationships are from those that know how to listen. Speaking too much will kill every selling opportunity.

3.Follow Up - absolutely nothing is more deplorable than selling professionals that do not follow up when they say that they will. More importantly, those that do not follow up for several days after voice mail and e-mails are left. One client has left nine voice mail messages for one of his clients and calls have never been returned! Not only is this a bad business practice but rude. If customer support is a selling differentiator then follow-up must be part of the process!

4.Preparation - the region where most selling professionals need sales help is when preparing. It is crucial to know what to say before you say hello. Being unsure of information about company, industry or competition only opens the pathway for your competition.

5.Language - in our competitive world if knowledge is power than language is paramount to relationship. Understand what to say and when to say it! Become a voracious reader so that you can insight good objective conversation with economic buyers who see your value.

6.Action - unfortunately procrastination is inherent within 82% with the population. However, to get anything done in a crazy world action is vital. Return calls when you say you're going to. Ask questions that close business. Tell clients what you want them to do. But, tell them because if you don't they will move on to the next thing because they are too distracted in this crazy noisy an info packed world.

7.Relationship -I am about to say something which might surprise you. Stop selling! Individuals want relationships with those they do know and trust. You can't sell anything in this crazy world with out a solid foundation for relationship. Start focusing on how to create value, using language and the way to instill confidence with committing to you!

2010. Drew J. Stevens PhD. All rights reserved.

7 Lethal Sins of Promoting

By: Drew Stevens

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