Disappointing Selling Behaviors

There are some disappointing sales behaviors I've been seeing lately in some salespeople:

• Talking AT their prospects instead of talking WITH them;

• Telling instead of asking;

• Pushing instead of leading;

• Speaking to get the words out rather than to be understood;

• Seeking the limelight instead of providing the limelight for their customers;

• Answering the prospect's question the way they thought they heard it instead of the question the prospect actually asked;

• Rushing through instead of savoring the time with the prospect;

• Being product-focused instead of prospect-focused;

• Getting the prospect to pay attention to brochures and catalogs and flyers instead of the salesperson;

Do you see this in the marketplace? What do you think can or should be done about it? How can we change that?

If you like this post (or don't) please click on "comments" below and share your comment. Skip Anderson is the Founder and President of Selling to Consumers Sales Training. He works with companies and individuals who sell to consumers in B2C, retail, in-home selling, in the financial, real estate, and insurance markets, and other consumer-selling industries.

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