Hard habits to break for salespeople

Problem #1

Salespeople often try too hard to sell their product or service, which can turn off the prospective buyer. Instead go in with the attitude that you are there to team with them to help solve a problem and not to sell something. Spend time before and during the meeting to learn as much as you can about their company. Prepare questions in advance to ask them that will enable you to better understand their challenges. Then team with them too for your product or service to help solve the problem. That approach shows you really care enough to take the time and make the effort to ensure your product or service is the right fit for them. You can then have happier long-term customers.

Problem #2

In a business where commissions can be up and down, sales reps often don’t know how to properly handle success. The temptation to spend when the paycheck is high makes it stressful when the paycheck is low. Instead when the paycheck is high allocated the net paycheck as follows. First, pay all current and past bills. Second, allocate two-thirds of the balance to a savings account to be used when the paycheck is low and to save for your future. And third, spend the balance on things you need or want to do.