The 7 Deaths of a Salesman

Written by Mike Nacke


In sales, you can work one of two ways. You can either dorepparttar things you should do or you can dorepparttar 149118 things you want to do. Sometimes these are one inrepparttar 149119 same, but more often they are at odds with one another. However, this article isnít about doingrepparttar 149120 right things, itís about showing you what things to avoid. If you can figure out how to control each of these 7 things on a daily basis, youíll be well on you way to selling success.

Eternal Email

Eternal email can occur several different ways. The most common of these is checking your email every five minutes in eager anticipation of something new. Another way to waste your day with email is by relying on it for long messages or conversations that last longer than a few sentences.

To control your email instead ofrepparttar 149121 other way around, set aside two or three scheduled times a day to check it. Also, never have a conversation over email that could ever be misinterpreted because ofrepparttar 149122 rigidity of writing instead of speaking. Embrace your telephone for communication with your clients, prospects, and colleagues. Inrepparttar 149123 age of information overload, a friendly voice onrepparttar 149124 other end ofrepparttar 149125 phone can greatly separate you from your competitors who are taking hours of their clientís time with excessive emails.

Personal Phone Calls

How many people do you know at your office that take at least a dozen personal phone calls a day? I bet at least one or two people came to your mind almost immediately. Do you know why? Because taking personal phone calls is one ofrepparttar 149126 most distracting and unprofessional things you can do in a corporate environment and is immensely irritating to co-workers. If youíre concerned with productivity, this should be one of your most irritating pet peeves.

If you donít think that taking personal phone calls at work is such a bad thing, then you may berepparttar 149127 very person atrepparttar 149128 office that everyone is complaining about.

In sales, if youíre having problems with personal phone calls, I recommend putting a little note onrepparttar 149129 receiver of your phone that says ďCan this Wait Until Later?Ē Most ofrepparttar 149130 time, when you take a personal call at work, itís because you think it has to happen right now. Ask yourself this question before taking any personal phone calls atrepparttar 149131 office and youíll quickly start to take less time each day with distraction.

Unplanned Internet Research

A killer for sales people is surfingrepparttar 149132 internet for hours at a time and justifying it as prospect research. Should you do research every day on your clients and prospects? Of course you should, but only if it doesnít interfere with your more important tasks such as meeting with clients, following up with prospects, and asking for referral business.

The key to overcoming unplanned internet research, as well as many of these other distractions, is planning your dayrepparttar 149133 night before. Lay aside a reasonable amount of time each day for research (probably between 30 minutes to an hour) and make sure you donít go outside of that timerepparttar 149134 next day. Try to keep this philosophy for your sales research, only do research that you plan to act on inrepparttar 149135 next 24 hours. That will prevent you from doing any research that you might forget before havingrepparttar 149136 opportunity to use it.

Running Personal Errands on Your Sales Route

Whether itís dry cleaning, grocery shopping, buying shoes, or anything else, keep your personal errands out of your business life. Why? Because you have a limited number of hours each day to sell and you canít afford to spend that time on things that arenít making you any money.

In sales, everything should be weighed according to its opportunity cost. You probably remember this from your economics class in college. Basically, opportunity cost meansrepparttar 149137 cost of something in terms of an opportunity foregone (andrepparttar 149138 benefits that could be received from that opportunity). Whetherrepparttar 149139 cost is time, safety, or money, nothing is ever totally free. So when youíre picking up your dry cleaning during time that you could be making phone calls,repparttar 149140 opportunity cost of doing that isrepparttar 149141 amount of money you would be making if you were making calls instead of picking up your dry cleaning. Measure everything in sales by looking atrepparttar 149142 opportunity cost and youíll find that making decisions about what to do first becomes much easier.

Consumer Research Continues To Prove The Same Things

Written by Maitiu MacCabe


ďMost people never run far enough on their first wind to find out they've got a second.Ē William James This article is specifically aimed at those selling ďbehindrepparttar counterĒ, but is of relevance to all sellers, irrespective of their sector or type of selling. Much research is continually being conducted on selling and buyer behaviour. I have recently hadrepparttar 149117 opportunity to view two such survey outcomes in connection with my sales training work. Both surveys, coincidentally, were conducted on behalf of retail outlet chains. One chain operates inrepparttar 149118 home entertainment sector,repparttar 149119 other is a major home computer retailer.

Traditionally, retail sellers hold a deep internal belief that price isrepparttar 149120 key factor that determines sales success or failure. Despite repeated training, this internal belief exists in many retail sellers- my own experience backs this.

The surveys to which I have referred were virtually identical in their outcomes. Slightly different wordings, butrepparttar 149121 same truths. Andrepparttar 149122 findings of both backuprepparttar 149123 findings of previous similar research.

Buyers purchase onrepparttar 149124 following criteria from outlet sellers (in order of importance): qHelpfulness and Friendliness ( Customer Service), qProduct and Technical Knowledge, qConvenience, qValue for money, qReputation.

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