SALES
The 3 Biggest Sales Mistakes You Should Never Make Unproductive strategies so common we think it’s normal By Sandler Training
Your strategies for interacting with prospects from the time you first meet them to the time you make a presentation
can have a greater impact on your likelihood of closing a sale than the actual aspects of the product or service you have to offer. Following are three unproductive strategies that are so commonplace in the sales arena that they’ve become accepted as the norm.
No. 1: Failing to provide value During initial meetings with prospective clients, some salespeople, whether by design or lack of proper preparation, don’t communicate anything of real value. Sure, they talk about their company’s capabilities. They talk about their products and services ... and the associated features, 56
April 2020
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functions, benefits, and advantages. But they don’t convey any knowledge or insight about the prospects’ challenges or goals that the prospects didn’t already possess. These salespeople are afraid that if they give away too much information, prospects will use it against them. They believe that prospects, armed with the knowledge,
