The Five Biggest Mistakes Sales People Make
Even if they have a sick child or a broken dishwasher, they understand that there are always hurdles in life; however, they still achieve the goals that they set. 3) Practicing Poor Follow-up. A few years ago, there was a study done on the follow-up statistic of purchased leads.72% of purchased leads are never called. And even more surprising, only 3 out of 10 people are given a call when they enter their information in a website. Top sales people not only follow up with their prospects, but follow up with their prospects with a proven series of between 5 and 20 different steps.
You should send your prospect a series of emails, a phone call, an invitation to an opportunity call or an online webinar, a letter in the mail, etc. Research suggests that you will close 75% more leads if you have a systematic follow-up program. 4) A Poor System. An entrepreneur without a system will never, ever come close to the systemized entrepreneur.
If you have a step-by-step process that you follow, you will be more successful. Top sales professionals have a system for the following three areas: a) Generating leads b) Managing leads c) Following up with leads 5) Being Too Dependent On Your "Leader". This is one of the most insidious problems in the sales industry. People come into their business hoping that the "person at the top" will show them the magic formula for success.
Unfortunately, there isn't a magic formula. Top leaders in the industry forge their own way and make their own success. When people become too dependent on others for their success, they will never make it to the top.
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17.03.2010
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