- Don’t act like a salesperson – Put aside your own needs so you can focus on the prospect and their needs.
- Don’t answer questions – Not until you know the “why” behind the question.
- Don’t tell - Listen with curiosity, empathy, and an honest willingness to get to know the other person.
- Don’t assume – Validate by asking a qualifying question.
- Don’t hang up first – Only the prospect can tell you it’s over. Be strong enough to get a “No”.
- Don’t beg – Get invited in.
- Don’t be anxious – Relax. It’s just one prospect of many
- Don’t allow yourself to be more invested in helping your prospects then they are in helping themselves. - Prospects need to care more about fixing the problem then you do.
- Don’t allow yourself to be subjugated to your prospects – You are equal to all those around you.
- Don’t book an appointment with someone if they don’t have a problem they are looking to solve. If you do, you’ll find yourself presenting and convincing, which is a long, drawn-out painful strategy.
I’d like to hear what else you would add to this list?
Susan Villamena, Senior Vice President
This article was written by: Susan Villamena, Chartwell Seventeen Advisory Group an authorized Sandler Sales Trainer and Consultant. Susan has been in sales and sales management training for over 20 years, having trained, coached, and consulted with 1000's of executives, managers and sales professional. She believes that selling professionally is equivalent to being an athlete. Having the right, Behaviors, Attitudes, and Techniques is the key to success. She can be reached at susan.villamena@sandler.com or 914-804-7988.
