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The Top 3 Fatal Sales Mistakes
Featured Author:
Colleen Francis
For over 15 years, she has studied the business habits of the top 10% of sales performers in organizations of all sizes and shapes-from Fortune 500 companies to small businesses. Through her company, Engage Selling Solutions, Colleen has condensed that winning formula into an internationally acclaimed sales-training approach, helping sales and marketing professionals everywhere achieve their maximum potential.
Colleen provides sales seminars and training, in addition to her popular coaching program, and delivers immediate and lasting improvements to sales results and the bottom line. See how Colleen can help you sell more in less time at www.EngageSelling.com
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Colleen Francis
Over the past few weeks, I’ve found myself on the receiving end of a series of particularly heinous sales techniques, all of which were aimed at getting through a gatekeeper to a decision maker, and all of which ended disastrously for the sales reps involved.
I firmly believe that, to improve our skills and the relationships we have with our prospects and clients, it’s just as important to know what not to do as it is to know what to do. In that spirit, I decided to recount and dissect these painful experiences, in the hope of sharing with you where these sales people went so wrong – and what they could’ve done instead!
One word of warning: while I’ve chosen not to use any names in order to protect the potentially innocent companies who may be employing these sales reps (and may not be aware of the “techniques” they are using), the stories you’re about to read are, unfortunately, all true. Viewer discretion is definitely advised…
metot
12 months ago
292 comments
that's what a lie can lead us to:)
rich34232
12 months ago
918 comments
It is never alright to lie. Where are the other two fatal mistakes? Normally great articles written by Colleen I am disappointed
gvassar
12 months ago
6 comments
SalesmanwithGr8Hair- yes, this is dishonest. You are making them assume that you are interested in *their* services. You may get calls back, but I cant imagine many of these conversations will ultimately lead to sales.
SalesmanwithGr8Hair
12 months ago
24 comments
I would like to get people's opinions here - I use a cold calling technique, when I reach someones voice mail it tell them 'Hi my name is Jonathan Roseland & I would like to learn more about your business & service. Please call me back at ________________' - I got A LOT of calls backs - would you consider this being dishonest??
Bulldog1973
12 months ago
6 comments
Apparently you have nothing to write about. The title of this article should have been "Don't Lie - Don't Lie - Don't Lie". The stories were entertaining - but the message was the same all the way through them.
HarrietAlison
12 months ago
500 comments
Very good advice. do not lie. What does it accomplish?? a sale based on a lie??? Not good practice or ethics.
RobertHartley1
12 months ago
4 comments
Colleen's observations are correct about these unscrupulous techniques killing deals. However they are all iterations of the same problem: lying to get the sale. It is a problem that plagues the entire selling profession. I have never told a lie in a sales situation that did not come back to bite me.