18 Mistakes Sales Reps Make

By Ron LaVine, MBA and President of Accelerated Cold Call Training, Inc.
Cold Calling System for Sales Success – Live Cold Calling Training Workshops®

This is a list of 18 common mistakes sales reps make:

01. Talk too much.

02. Listen too little.

03. Ask the wrong types of questions at the wrong time.

04. Use close-ended questions instead of open-ended and vice versa.

05. Forget to ask permission to speak.

06. Talk over other people’s answers.

07. Call on the wrong people who have no authority to buy or influence the decision.

08. Speak to fast due to fear or because they feel uncomfortable.

09. Focus on their products rather than solutions.

10. Speak in a monotone or without enthusiasm or conviction.

11. Use a lot of wishy-washy words in a row like, could you possibly please, denoting a lack of confidence.

12. Don’t identify themselves, their company or what they do properly.

13. Leave their phone number only once and speak too fast.

14. Forget to spell and grammar check their writing.

15. Speak too slow sounding monotonous and boring.

16. Forget to ask for contact details (Name, Title, Email, Ext. Reports to, Boss’s boss and Assistant.

17. Forget to set up a time and date specific action step.

18. Forget to be polite to everyone including assistants.

You can eliminate these mistakes by seeking first to understand and then be understood.

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This article is reprinted with permission from Ron LaVine’s “Sales Tips for Success” complementary e-Zine. Ron LaVine, MBA is President and Founder of Accelerated Cold Call Training, Inc., an Oak Park, CA live cold calling training company. Get two FREE Reports, plus the FREE e-Zine, Sales Tips for Success by clicking here. Learn more about Cold Calling for Sales Success On-site, Virtual, Individual or Group, Live Cold Calling Training Workshops® by calling me, Ron LaVine at +1-818-991-6487 by clicking here. Follow me on Twitter by clicking here.

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