The main thing we learn from history is that we do not learn.

What do you think about this remark? Are you guilty of any of these below? It may be time you do something different.

Treating everyone the same - do you consider the social style of your prospects and customers and treat them the way they prefer? If you are not sure, check out this video!

Do you only ask questions that you? Do you ask everyone the same questions? Are they self-serving and intended to provide you with information to prepare a quote? Ask insightful questions that help you understand the customer's perspective. They begin with words like: Tell me more about that, how would that affect you. Try this: write 35 questions you can ask a prospect to understand their perspective.

Interrupting emphasizes that you are not listening. Our workshop on listening can help you overcome this. Use the mute button on your phone or in a virtual meeting. Keep a finger over your mouth. Wait for the period, not the pause, before speaking. Embrace silence so you can think.

Forgetting to consider your customer's perspective. Customers ask themselves, "What's in it for me?" If you say your product or service does ____, ensure you answer the question, So what? What does that mean to them?

Equating objections to discounts - slow down. When you hear an objection, show empathy. Ask questions. Understand the customer's perspective.

Inaccurate forecasts - don't forecast because management requires it. Forecast so that you know where your accounts is in the sales process and what you need to do to keep it moving through the funnel.

I don't have time - have you said these words? Others hear that it was not a priority. Use your calendar to manage your priorities. Determine what is urgent and important and do that first. Leave a third of your day open to complete unforeseen urgent tasks. Set deadlines for yourself to work on important but less urgent tasks.

Repeatedly accepting "no" from the same accounts means calling on new accounts. Prospect! Block time on your calendar to prospect daily or weekly. Need a method for prospecting, check out our prospecting class below.

Focusing only on features. Customers buy benefits. Salespeople often talk about what their products and services are. Remember, customers buy what your products and services do. Focus on that. Build your questions around that idea. (link workshop)

Failure to close - closing takes place throughout the sales process. Asking feedback questions is part of closing. How does that sound? What are your concerns? Requesting a calendar invite for the following conversation is a form of closing. Many micro-closes happen as a sale moves through the funnel. Always be closing - for something.

Those who do not learn history are doomed to repeat it. Do something different today!