How to Avoid the 3 Deadly Sins of Selling
By Adrian Miller
So here we are smack in the middle of Q2. Do you have hopes for the rest of the year? Gonna do some things different, are you? Well, how about for starters fine-tuning your sales strengths and yes…avoid the 3 deadly sins of selling.
So what exactly are three sins? Here ya go:
Thinking that marketing is sales and vice versa. Marketing is not sales…repeat after me, marketing is not sales. Like that old refrain…you can’t one without the other. So why is it that so many people are starting the new year with new marketing campaigns, making resolutions to “jump” into social media and looking to Twitter to help them make their way, enhancing web sites et al and are not even thinking one bit about their sales process, sales competencies abilities to follow-up, follow through and close those prospects and leads. Really. If you want to waste your money, go ahead and do it but if not, then please spend as much time and consideration to the sales aspect of your business as to the marketing end. You’ll be glad that you did (Umm, you’ll actually “bring in” that business that marketing attracted in the first place.)
Thinking that networking is an endgame in and of itself. Hah. Wish it would be so but it just isn’t. Networking is an ongoing, never-ending initiative that requires eternal vigilance to make it pay off. And yes, you can have a one-hit wonder derived from a networking meeting in which nothing more than showing up was involved. But those bits of success are far and few between and what is really required is strategic vision and a plan and design for how you will go out there onto the networking playing field and win the game. (Hint: the networking game is circular, not linear and if you play it well then you just might be rewarded by what comes back to you.
Taking those leads, contacts, dormant accounts, friends and so forth and letting them languish in your base. Really. Why do you need thousands of people in your CRM or even on your Constant Contact email newsletter list if you are not going to work these contact effectively and efficiently staying on the grid so if and when a project or a lead is around you will, in fact, be on their mind and get the pleasure of a connection. Why bother? If you can’t deploy the three I’s (and if you don’t know what those are please connect with me and I’ll share the strategy), then you shouldn’t be out there trying to win new business. You won’t be getting any ROT (return on time). Period.
Ok then…make a personal plan to abolish these sins and move forward with your most successful year ever. Ready?
Adrian Miller is a nationally recognized sales trainer, speaker, and author. She specializes in designing and delivering highly customized sales and customer service skills training programs that are practical, results-driven and provide real world solutions for real world situations. Adrian is a member of the Pit Crew and you can ask her questions on our LinkedIn and Facebook group pages.