A List Of Things That Salespeople Should Never Do
September 08, 2021 (0 comments)
Minneapolis, MN—Is there anything a good salesperson should never do? When Forbes magazine interviewed renowned sales author and strategist Jill Konrath, the reporter asked her that question. In a blog on her website, Konrath says five "no-nos" immediately popped into mind that she shared with Forbes, but she then carried the discussion further and asked readers to contribute their own “never-ever” rules.
From her blog, here are Konrath’s five “never” rules for salespeople:
- NEVER allow failure to enter your vocabulary. Redefine everything as a "learning experience" and then focus on figuring out how to get different results.
- NEVER talk politics with a prospect or customer -- unless you are 100% sure you're totally aligned. And, even then it might not be smart because other members of the decision team may have different feelings.
- NEVER look at your email first thing in the morning. It'll suck you in and you'll lose a couple hours.
- NEVER ask questions about things that can easily be found on a company's website. You'll lose credibility and look like a fool.
- NEVER look at your cell phone during a meeting. In fact, you should turn it off so you won't be tempted to check a text or see who's calling.
Here are excerpts of some suggestions submitted by Konrath’s readers:
- Never use industry jargon if the customer doesn’t understand it.
- Never give a blind quote. Instead, this reader suggests saying something like, “I wish I could just make up a price for you. It would save me a lot of work but I need more information before I can give you a proposal.”
- Conversely, do be able to offer a “ballpark figure.” Another reader made the point that a customer doesn’t want to waste time (or be embarrassed) if the quote you deliver is significantly above their budget.
- Never overpromise. It’s better to under-promise and over-deliver than vice versa.
- Never assume anything.
- Never get in the middle of an argument. Regardless of which side “wins,” you lose.
Read more here. For more of Konrath’s insights and tips, see her latest book, Agile Selling.
What are your "never" rules for selling? Answer in the comment section below!