Here is your first Forum » They sell features rather than benefits

As sales coach Cheap Men's Nike Air Max 97 Triple White , I've seen many a salesperson shoot himherself in the foot. Here are the 11 most common blunders salespeople make:

1. They're too pushy. Aggressive selling, sales tricks and techniques are dead. Today's buyers have lots of choices and are more savvy than ever. You may get some sales using aggressive techniques, but your success will be short-lived, with little repeat business Cheap Men's Nike EXP-X14 Sneakers Primarily White , and no chances for referrals.

2. They don't connect with their buyers. Because sales is a "relational business", people buy based on feelings. Salespeople who focus only on the transaction miss the opportunity to connect with their buyers on an emotional level, which is where the where the motivation to buy is triggered.

3. They rely on cold calling. In today's marketplace, cold calling is not the best use of your time. You may have to make hundreds of calls to get one qualified lead. Plus Cheap Men's Nike Air Vapormax Plus Black , almost everyone hates cold calling. I recommend you exhaust all warm lead generation methods before resorting to cold calling.

4. They don't have referral system. Referrals are hands down the most effective way to gain new clients or customers. Unfortunately, most people don't give unsolicited referrals, no matter how much they like you or your product or service. If you want referrals, you have to ask for them (but you have to ask the right people Cheap Women's Nike Air Max 270 Triple White , at the right time, in the right way).

5. They sell as if they're selling to themselves. It's about the buyer, not you. Rather than asking questions to determine the buyer's mentality, needs Cheap Men's Nike Air Force 270 Metallic Black , motivation, and decision-making process, many salespeople spew their own thoughts and feelings about their product or service.

6. They sell features rather than benefits. Even though the difference between features and benefits is well known to most salespeople, many continue to sell features instead of benefits.

7. They don't prepare adequately. When calling on a business Cheap Women's Nike Air Force 1-100 Low White , you should always do your homework. Otherwise, or you may come of as "just another salesperson." In the Internet Age, there is no excuse for not researching the company or person you're calling on. If you don't do it, your competitor will.

8. They avoid all objections. This kills sales. It's far more effective to flush up objections and handle them masterfully.

9. They stumble on the closing. Many salespeople blow deals that could have been theirs because they haven't yet learned how or when to close.

10. They don't follow up religiously. Follow-up is an indication of the quality of service the buyer can expect.

11. They don't distinguish themselves from their competitors. If you sell your product or service like it's a commodity Cheap Men's Nike SF-AF1 Wheat , people will treat it like a commodity and the only way you can compete is on price.

There they are: the top 11 sales blunders. If you want to take your sales and income to the next level, consider working with an experienced sales coach to enhance your competency and performance. The industry of market research has evolved tremendously over the past several years and the most important changes were occasioned by technology. Such changes have impacted the efficiency, manpower, cost Cheap Men's Nike Air Force 1 Foamposite Triple Black , utilization, accuracy, speed, and the methods utilized in conducting research. As the costs drop Cheap Women's Nike Air Force 1 Low GS Hyper Pink , even the smaller companies can afford these services and make use of these in their businesses while the different survey takers continue to grow.

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