Background Image
Table of Contents Table of Contents
Previous Page  30 / 36 Next Page
Information
Show Menu
Previous Page 30 / 36 Next Page
Page Background

Problem

Areas

for

Salespeople

TOP

4

NOT BEING ARTICULATE:

A customer

greeted with assurance gives a good start

toacall that isboostedbyaknowledgeable

and confident product presentation. The

salesperson must be prepared to answer all

questions concisely and completely.

5

NOT LISTENING TO A CUSTOMER:

It irritates customers to have a question

and not be allowed to ask it. Worse is

when a question is asked, the salesperson

does not answer but goes off on a tangent,

clearly indicating he was not listening. This

makes potential customers angry and they

never become customers.

6

BASINGASALEONCOST:

It is extremely

risky for a salesperson to depend on cost

to close sales. The prospective buyer will

be quick to take advantage and drive the price

as low as possible, cutting your profits for the

sake of a sale.

7

NOT KNOWING WHEN TO CLOSE A

SALE:

Many sales have been lost because

the sales person did not know when to

close the sale. A good salesperson is in tune

with the prospective buyer and knows when to

move to close the sale.

HARD SELL:

A hard sell is when

salespeople try to push the sale on the

prospective customer.

By Jack Klemeyer

10

H

ave you ever had salespeople who were

not successful no matter how hard they

tried? These salespeople are a primary

factor for decline in business. You need good

salespeople to succeed in selling your products.

To train good salespeople you sometimes need

to take a different approach, like correcting

problem areas.

Here are the top10problemareas for ineffective

salespeople:

1

NOT

BEING

PUNCTUAL:

Your

salespeople represent the first contact

customers have with your company. First

impressions are lasting and your salespeople

must make a good impression. Being respectful

of their time increases the customer’s goodwill

and confidence in your company.

2

POOR

PRESENTATION:

Some

salespeople are not prepared and do not

present the product well. That is the first

thing a customer will know about your product

and it is critical it be shown correctly in an

organized manner.

3

BAD ATTITUDE AND PERSONALITY:

Rudeness and unprofessional behavior is

not acceptable under any circumstances.

This gives the potential buyer a bad impression

about not just the salesperson, but your

company, too.

SOAR TO SUCCESS

| AUGUST 2015 |

Business Acceleration Strategies