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The 7 Deadly Sins Of Selling

The original seven deadly sins are lust, pride, greed, gluttony, envy, anger, and sloth. Did you know there is a selling equivalent to those? The “7 Deadly Sins of Selling” are scary mistakes that salespeople make in their sales processes.
The 7 Deadly Sins are as follows:

1. NOT LISTENING
Selling is about solving a problem and creating a benefit in the mind of the customer. How can you understand (and help fix) a prospect’s pain point if you don’t fully understand the situation? Take the time to absorb the information they share so that you can suggest a solution that will work for them.

2. WASTING TIME
Get to the heart of the matter. Small talk is nice, but this is work, not a cocktail party. Too much of it is a turnoff to prospects; it wastes their valuable time. Do your research and streamline your pitch to address what matters to them.

3. BEING INSINCERE
Much like dogs can smell fear, people can smell BS. Technology makes it easy to send thousands of emails in record time, but this impersonal approach is inefficient. Use your Sales Engagement platform to help you execute each sale with the sincerity your prospects deserve.

4. AVOIDING SOCIAL MEDIA
Your prospects and customers are already on social media, and they’re using it for business. Go where your prospects and customers are. Just don’t forget: social selling works best when your primary goal is to add value and build relationships.

5. WORKING HARD VS WORKING SMART
Yes, its cliché… but it’s not wrong. TOPO research found that top performing sales reps use data, intelligence, and productivity tools 30% more than average performers. They also spent more time on demos and less on research activities. They’re not working harder, they’re just “smarter” in their approach to accomplishing tasks.

6. FAILING TO FOLLOW UP
Not following up with a lead means you’re leaving money on the table. Put prospects into a cadence to ensure touches. Studies show that 80% of sales are made after five or more contacts. Keep adding value to stay top-of-mind and show you care.

7. NOT ASKING FOR REFERRALS
After a positive experience, 83% of customers would be willing to provide a referral. Ninety-two percent of buyers trust referrals from people they know. It’s not a stretch to assume that referral selling will lead to an increase in win rates.


Avoid these “7 Deadly Sins” and you’ll be doing your part to right the wrongs of sales past and provide a world-class sales experience process for your prospects.


Source: https://salesloft.com/resources/blog/7-deadly-sins-in-sales-an-infographic/

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