Consultative Selling - Beta Release 1. Back to Basics - Stop making these mistakes! How we make life difficult for ourselves

How we make life difficult for ourselves

In this lesson:

Take a look at the common mistakes that most salespeople make and simple ways to turn these around
Identify common sources of stress
Begin to put together a sales system that will give you good and consistent results

The Common mistakes that salespeople make:

They think it's about them (It’s about the client)
They think clients want to buy a product or service (They want the solution)
They think that they control the sale (They don’t!)
They don’t connect with their client
They try to close the sale before the client is ready… or they don’t ask at all!
They focus on the close, not the solution (ABC – Always Be Closing)
They try to sell to people who shouldn’t be clients

Lesson Activity

Take a few minutes and identify where your current pressures are coming from

Identify those things that are within your control and those that are not

For those that are, what actions can you take to minimise their impact or eliminate them?
For those that are not, what actions can you take to minimise their impact? Or, what alternatives do you have?

What can you commit to over the next 30 days to reduce the pressures on you?

(These might not be work-related, e.g. go to the gym every few days, or go for a walk)

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3 Lessons

1. Back to Basics - Stop making these mistakes!

“You will get all you want in life if you help enough other people to get what they want.” – Zig Ziglar

In Module 1 we’ll take a step back and look at some of the most common mistakes salespeople make. If you’re making them, don’t worry. We’ll be looking at effective ways to build rapport with customers.

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