Like Hollywood actors, sales professionals put themselves and their companies on the line with every word, taking a risk in the hope of a favorable outcome. Just like actors, even the best, most experienced sales professional benefits from some scrip review, rehearsal, and coaching. Here are the 11 most common mistakes that I see on the sales stage and what you can do to avoid them: Unclear Thinking. Want clarity? Imagine that a busy executive says, “You have exactly ten minutes to tell me what you want me to know about your company.” At any stage of the sales process, you should know in advance what your prospect is really asking. The real question is, “What do I need to know about how your company can improve our company? Will… Read More.
