- Spending too much time with gatekeepers and others that are not key decision makers. Unless you are using them to gain access to economic buyers.
- Not using action steps to move the sale forward. Do not expect the client to do your work.
- Being ready and available for every call. Dress the part and dress professionally daily. Casual dress is a rote excuse for laziness.
- Procrastination. Use a planner and take time for personal issues. Do not use work as an excuse not to spend time with family. Never use poor planning as an excuse not to return imperative client calls.
- Not using a small percentage of each day for lead generation. The fuller the pipeline the more available the opportunities.
- Not spending time in self-development. Learning is a continuous process. Do not use learning as criteria for weakness. Your organization is not responsible for your future development- take responsibility.
- Using electronic media instead of meeting directly with buyers. Face and voice time are more important than the veil of the Internet.
- Not using a process. Over 90 percent of sales professionals lack a formal roadmap that helps to efficiently find and close business.
- Failing in customer service. Over 50% of every client interaction involves customer service. Kill them with kindness to have them return.
- Responding to proposals not requested by buyers. Responding to blind RFI's is simply a waste of time.
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