Ten Biggest Mistakes Salespeople Make: Mistake #8

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Ten Biggest Mistakes Salespeople Make: Mistake #8

Encourager-In-Chief: October 19th, 2016

Over promising and under delivering.

It is a natural reaction, especially for nervous, new salespeople, to say, “yes” to anything a prospect is asking in order to close a sale. You don’t want to take any chances that the prospect will get cold feet and back out at the last minute. However, whatever you commit to, you’d better make sure it happens.

There is no bigger price you can pay in sales than losing credibility with a prospect or customer after you promise something and fail to deliver on your word. They will never trust you again.

What makes sales so difficult in the first place is that salespeople often speak before they think. You are going to pay the price for their dishonesty. There’s nothing you can do about it but you certainly don’t want to contribute to it. Your job is to make sure you are thoroughly equipped, empowered, and authorized to make promises to your prospects. There is no shame in saying, “I want to make sure I give you correct information. I will follow-up with you shortly with that answer.” The customer will understand that you are making sure what you say is accurate. Make sure it is the truth, the whole truth, and nothing but the truth!

Just remember how you felt when you bought something from a salesperson and it turned out not to be “as promised". Your prospects have every right to expect that anything you tell them is going to be 100% true.

If you are new in sales or new with your present employer, make sure you get the facts right about what you can and cannot offer a prospect so you never have to eat your words.

Keeping your word is a sign of respect.
- Source unknown

(This excerpt is taken from my Preventing the 10 Biggest Sales Mistakes seminar. )

I encourage you to checkout my Sales Mastery audio program which also includes this lesson in greater detail.

Sales Mastery


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