How to know which Sales-person to fire!

I have recently finished a 1-1 sales coaching project on actual customer interactions. What I noticed is a pattern of bad habits concerning sales people. The result – missed sales, profit and bonus opportunities.  

Success leaves clues, as do mistakes. After 20 days and approximately 80 one-one coaching sessions and joint field visits, it was easy to see a pattern forming. Time and time again, sales reps would make the same mistakes, and sales opportunities walked out the door.

The 7 deadly sins of retail sales people are:

1. Missing rapport building opportunities,
2. Assuming you know what the potential customer wants versus uncovering their key needs, wants or desires,
3. Habitually asking closed questions instead of open ended questions which get the customer talking,
4. Talking twice as much as listening, versus listening twice as much as you speak,
5. Talking to all the features of the product instead of spending time on the 3 main features which meet their needs!
6. Failing to make people feel special and valued, and
7. Over promising, and under-delivering in respect to delivery times (if applicable) 

Anyone doing three or more shouldn’t be on the team – fire them – they are costing you sales and profit. Touch base if you want the full article where we explore each of the 7 deadly sins of selling and re-connect to the skills and behaviours we should be doing to maximize sales, profits and/or commissions: