We have all heard the statement, "If you don’t learn from past mistakes, you are doomed to repeat them." So let’s take a look at some common sales mistakes made by most producers at some time in their careers.
1. You sell price instead of value and solutions
You are so busy thinking of what you are going to say next that you do not listen to the prospect. As a result, you miss valuable information that you could use to your advantage when describing the benefits of your program. All of your time should be focused on the prospect. You should be asking questions, clarifying points and above all, listening. A good rule of thumb is to listen 70 percent of the time and talk 30 percent of the time.
When was the last time you listened to a sales tape or DVD or attended a sales training course or had sales coaching? How do you expect to improve if you don’t get additional training? Would you go to a surgeon that failed to keep his knowledge or skills at the top of his game? If you were the prospect, would you do business with anyone whose knowledge and skills were out of date?