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10 mistakes Salespeople do

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  • Lack of planning
  • Lack of establishing specific, measurable, behavioral call objectives
  • Not planning an opener to build rapport
  • Not knowing when to shut up and leave
  • Talking too much and not asking questions
  • Failure to stress benefits over features
  • Failure to anticipate objections and to change objections into questions
  • Failure to actively listen
  • Failure to close
  • Failure to follow up after the sale 
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Words to use with the boss

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  • Your boss said something that left you speechless. As you stew about the incident, you think of a dozen eloquent retorts, but now it’s too late. Use these phrases when your boss says:
  • “You should have known better!” Perhaps your boss assumes you know things when you don’t. In that case, say “If I knew then what I know now, I would have acted differently. To make sure something like this never happens again, could you give me more information in advance?”
  • “That’s the way I’ve always done it.” Some bosses are stuck in the past—to their own detriment. In that case, say “It may have always been done that way, but circumstances change. Maybe we should take a fresh look at it.”
  • “Just make it happen.” In response to a demand like this, it’s your responsibility to educate the manager about the risks and alternatives. Say: “I’ll be happy to make it happen, but here are some things you need to be aware of before I do,” or “If you want me to proceed in spite of these potential risks, a better approach might be …”
  • “That’s not the way I wanted it done.” Sometimes, in the rush of a busy day, managers fail to give specifics about a project. That’s understandable. But when a boss keeps his vision of the end result locked in his head and expects you to read his mind, it can be very frustrating. Respond by saying “You told me you wanted X,Y and Z. It seems that you wanted A and B, and I’ll be happy to do it that way.”
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How do you gain the respect of your manager?

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  • Do you feel that your boss is not relying on you for important matters? Do you feel that you are not trusted by your manager? Are you looking for ways to gain his attention, interest, and respect? Try the following:
  • Be observant, not a complainer. The manager hates the most is complaining even if the employee has a right to what he says. Try as much as possible to get the job done, not make excuses and complain
  • Constantly improve your skills. If the manager feels that you are part of the solutions and that you are a helper in the problems that you face through your job, then you will be acceptable to him because there is no manager looking for a non-productive employee in most of the time
  • Think positively. Mistakes are contained in any work, and you manage to make your mistakes a big mistake in itself. Do not try to hide the mistakes because if discovered by the manager, this leads to a loss of credibility and respect for him at the same time
  • Be accepted by others. Success does not depend only on your success on your own, and most of the time your positive relationships with team members lead to the great respect of your managers.
  • Important note: I have put a sentence “most of the time” because sometimes you encounter managers who do not like the employee to stand out. Even if he develops himself, they consider this a great challenge for them, and there are also managers who do not want successful and efficient employees because this reduces their status and steals the spotlight from them. In general, managers are looking for productive and competent employees 
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Prevent conflict diplomatically

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To increase cooperation among co-workers, replace conflict-provoking statements with more tactful language. Here’s how:

 

Don’t say: Say:
“Do this”“Here’s what we need to do.”
“You’re wrong.”“Why do you say that?”
“I disagree.” “I see things a little differently.”
“You’re confusing me.”“I’m confused.”
“Who did it?”“What happened?”
“That’s not my job.”“Let’s find out who can help with this problem.”