Don’t Make This Rookie Mistake

Posted by on Jan 22, 2008 in Selling | 0 comments

Most people new to the game of selling make one mistake that can undermine their performance and sabotage their carreers before they even get going. Well, actually it is two mistakes….Maybe three??? The fact is that sales people are not, in most cases, needed to sell commodities. If they were then these products, services, and ideas would not be commodities. Ok, maybe sales people do sell commodities after all, houses are commodities, and we could argue that cars are too, right? But, sales people ARE NOT commodities and the minute you allow your clients, and customers to view you as a commodity it is the beginning of a long battle with financial independence! A few of the BIG mistakes that some sales people make is worrying too much about their competition’s prices and practices. In short, they are viewing their business as being the same as their competition. When you do this and don’t make yourself different you end up getting into a price war that will drive you out of business! Couple this with another deadly mistake…  They blame the price for their in-ability to make a sale! They say, “Well if I just lowered the price I’ll get more people to buy!”  This is simply bogus conventional wisdom! This is simply NOT true, unless you are a commodity! This is a direct result of them making the BIGEST mistake sales people make, which is…. Not crafting their own, or in most cases, NOT taking the time to master the effective presentation that was given to them by their company! As a sales person you have a huge responsibility to be in control of your future! When you blame external forces for your lack of success you give up this control! Learn your presentation, practice and become and expert! Stop blaming! 

© 2007 Michael Dolpies

     

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