The 3 worst sales mistakes

Sales can be easy if your competitors are dumb. In my last week's blog I stressed the importance of responsiveness in customer relations. Want to know the rest of the story? Read on.

• The only agent who replied to our requests for a new insurance called me. Since I was busy she asked me to call back later. NB: She did not offer to call again. Instead, I had to call her.
• In that second call she asked me basic questions about our company such as "When was it set up?", "What is the main purpose?" etc. Fair enough, but she could have easily found that out in advance by browsing the web. She was not at all prepared!
• And here comes the ultimate highlight:
  The agent: "What is your revenue this and next year?"
  Me: "Why do you need this information?"
  The agent: "I have to enter it into the system to create you as a new prospect."

UNBELIEVABLE! And that is just one example. HOW DUMB CAN SALES PEOPLE BE?

It is quite easy to turn prospects into happy clients:

1. Return calls and requests quickly. If they are busy at the time of your call then agree on a time when you call again.
2. Prepare. Gather at least minimal information about your prospect. Don't waste customer's time with basic questions.
3. Don't bother any prospect or client with your internal processes. NEVER!

Some time ago I used to think each sales person follows these simple rules. I was wrong: 80% do not. 

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