A company whose salespeople exhibit these behaviors is a company on the ropes.
- They wait for things to happen. They wait for a call back from a prospect, wait for prospects to call in, wait for a quote, and wait for a decision. This “waiting” activity wastes time and money. It’s a salesperson’s job to drive the sales process.
- They act complacent. Prospects are influenced by their enthusiasm or lack thereof. Prospects like to do business with positive, enthusiastic salespeople. They can detect the mindset of salespeople based on the way they think, their actions and their passion for business.
- They don’t plan their sales process. Salespeople should try to ask themselves before every call.