I work with thousands of salespeople every single year and as a result I get a
Bird's-eye view of what's really going on out there in today's marketplace and what I see is that most?
Salespeople are making the same
mistakes over and over
and over again
But they don't know it because if you think about it if you knew you were making a particular mistake wouldn't you stop?
The challenge is that most people don't know they're actually making one of these really critical mistakes
But these mistakes are truly killing sales in this video. I'm going to show you three
Crushing mistakes most sales people are making and most importantly how to avoid them check it out
number one selling like everyone else
Just imagine that you wanted to learn a sport let's say both
How would you start how would you go about actually learning to play the game of golf well of course you would?
Hire an expert
You would hire someone to coach you who knows exactly
the right way to play golf and so that way you cut out all of those painful years of
Learning the hard way now. Let me ask you a question. How did you learn to sell?
Chances are someone else taught you
But the problem is is that it's unlikely that the person that taught you was a true sales expert?
Maybe they were better than the average or maybe they were even really good
But the Likelihood that you learn from someone who is using a proven approach
to selling is
unlikely that
Person probably was not an expert and as a result a lot of the approaches that we see most salespeople using are
Less than most effective, and what's even worse is that most people are using the same?
ineffective approaches over and over and over again and
This is causing salespeople to lose out on huge
huge amounts of sales
So what I challenge you to do is to think about how can you use an approach that is proven to work?
whether it's using my approach or someone else's approach make sure that it is proven to work and
Then follow it don't think don't create just follow a proven system number, two
Making up questions as they go now. Here's the thing about sales is that at this point?
Most salespeople understand that they should be asking questions. What the challenge is that?
Not all questions are created equal and to some degree
Most salespeople are winging it as they're coming up with the questions to ask prospects
But when you ask a question, that's really
Product focused or let's say closed-ended and is basically sounds something like would you like the product in blue or red?
That's a useless
prospecting question instead we want to get prospects to open up to us we want to get prospects to really talk and
tell us what are those key challenges that are going on in their world and
ultimately how we can really help them so we need to go in with a clear script of
Exactly what we're going to ask what I challenge most salespeople to do is to come up with a specific
Script or structure of seven to ten questions that you will ask
Every single time you're in front of the prospect by doing that by thinking about it up front and even just having some notes on
A notepad or a piece of paper you are going to be way more effective and to take that even further
By taking those questions from a proven systematic approach you're only going to dramatically increase the Likelihood that
You're going to close that sale number three
sporadic prospecting let me ask you a question how many calls
Do you have to make in order to hit your annual sales goal? Do you know the answer to that question?
very few salespeople actually know the answer to that question and by the way, it's not a trick question, it's just
Understanding what you need to be doing on a daily?
Weekly monthly and ultimately annual basis in order to hit your sales goal
the challenge that I see is that most sales people fall into
what I call the consultants cycle, so
you take a consultant and by the way this applies to anyone, but if you take a consultant for example
And I've worked with many consultants in the past what I see. Is that they go out and sell and
As a result of those sales what happens they get busy and this happens again to most salespeople
So because you get busy trying to produce or even just fill orders as a result what falls by the wayside
Prospecting and so as a result the sales led to getting busy which led to no more
Prospecting which when those sales ultimately were done
We had nothing in our pipeline
This is the problem with Sporadic
Prospecting instead what I challenge you to do is get very clear on what you must do every single day
Get clear on how many calls. Do you have to make how many introductions or referrals?
Do you have to ask for how many meetings?
Do you have to set how many customers should you be speaking to on a regular basis all of those answers?
are going to give you so much more clarity so that way you know at the end of the month or
Year that you are on track to hit your sales goal
So there are three?
Crushing mistakes most salespeople make have you ever made one of these mistakes before
I want to hear from you
if so
What was the result?
Be sure to share below in the comment section
And I'll be sure to respond to every comment that I can get to and if you enjoyed this video
Then I have an incredible free ebook on
twenty five tips to crush your sales goal, it's this ebook it's
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until next week
you