Since the name of this blog is called Advanced Selling Strategies, I can think of no better post than to coach you a bit on “habits to break.” I see these habits so ingrained that you may not even think they are ‘bad.’ But they are.

[1]  Talking Excessively. I know–this doesn’t sound very advanced–but it’s simple. Just shut up and stop convincing people of how much you know. Let your buyer work a little bit. They will.

[2]  Presenting Before You Know The Problem. It’s hard isn’t it? Every fiber in your body is screaming to present your knowledge. But if you do it too quickly, they won’t have a chance to *make the connection* between what you have and what they need.

[3]  Doing Something Without an Agreement.  What that means is if someone asks you, as a sales person, to give them a price or give them a demo, slow down. Don’t do it unless you have a fairly good understanding of what will happen next. You control the process so never do anything without a clear agreement.

[4]  Having a Meeting Without an Agenda.  I see this mistake made even by seasoned pros. Always have an agenda on a first call. You can send it to them in advance, or you can bring it with you. But have one. It helps you. It helps them. Stop winging it.

[5]  Saving The Money Discussion for the End. In the sales process, talk about money early–right after the prospect admits his problems to you. You bring it up. But always do it in the context of the cost of the problem to be fixed. There are two sides to the economics discussion–the cost of the problem, and the cost of the solution. Cover both. Don’t let your buyer talk about the *price* side only.