1. Not Taking Notes
One of my biggest blunders has been failing to take notes during customer interactions. Whether it was relying on my memory, or jotting things down on a scratch pad, I often neglected to log important details in my CRM. This led to me asking the same questions multiple times, which not only confused my clients, but also hindered my sales.
Always document your conversations to maintain clarity and build rapport.
2. Selling After the Customer Says Yes
During my early days in sales in Knoxville, Tennessee, I encountered a challenging customer. After he agreed to purchase, I literally talked him out of buying from me. Why? Because I was talking about all kinds of stuff. And it got him thinking, well, maybe he rushed too quickly to make a decision, and he chose not to buy.
When the customer says yes, stop selling! Get the order and move on.
3. Mixing Up Decision Makers
About 20 years ago in Omaha, I mixed up …