Sales– You’re Not Doing It Right, or Are You?

Sales: You’re not doing it right.  Someone on my team at work sent me this and I just found it enlightening to see that someone finally listed all of this out and wanted to share.

  • If you’re talking price instead of profit…You’re not doing it right.
  • If your prospect doesn’t say “great question – no one has ever asked me that before…”You’re not doing it right.
  • If your prospect isn’t helping you create the elements that go into your proposal…You’re not doing it right.
  • If you’re not the one presenting your idea to the key decision maker or to the board that has the power to sign-off on your project…You’re not doing it right.
  • If you’re chasing the exact same customers all your competitors are chasing…You’re not doing it right.
  • If this proposal looks like every other proposal you’ve done in the last 6 months…You’re not doing it right.
  • If you client feels she can get a bid on your exact same service from 14 other vendors…You’re not doing it right.
  • If your emails look like everyone else’s emails…You’re not doing it right.
  • If your idea of negotiation is simply lowering your price to get the business…You’re not doing it right.
  • If you don’t walk in to every single sales call with the expectation you’ll win their business…You’re not doing it right.
  • If you are losing business solely on price…You’re not doing it right.
  • If you don’t have 20 great questions ready to ask the prospect (that they’ve never heard before)…You’re not doing it right.
  • If you don’t have 10 strong prepared answers to each of your five most common objections… You’re not doing it right.
  • If part of your pitch is to insult and denigrate the competition…You’re not doing it right.
  • If you’re not constantly striving to improve your skills at what you do…You’re not doing it right.
  • If your proposals are more like a pitch instead of a performance…You’re not doing it right.
  • If you don’t have a personal library built on a foundation of books about positive attitude, why people buy, and personal development…You’re not doing it right.
  • If you don’t listen to sets of CDs in your car that help you improve your skills…You’re not doing it right.
  • If you don’t have an iPod (or other digital device) filled to capacity with audio and video self-improvement content…You’re not doing it right.
  • If you let other people affect your internal attitude…You’re not doing it right.
  • If you’re watching television instead of writing an article that could help your customers improve their business…You’re not doing it right.
  • If you’d rather go out drinking instead of writing a book that will make you standout from your competitors…You’re not doing it right.
  • If you think this list will ever be fully complete…I’m not doing it right. 🙂
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