What Lousy Salespeople Do

Posted by Dave Kurlan on Mon, Apr 02, 2007 @ 22:04 PM

One of your weakest salespeople, struggling for the better part of his first year, finally closes a sale.  Not only that, it's to a huge, global, well-known company.  That's the good news.  The bad news is that he way undersold them.  He should have sold them a needs and budget appropriate service for about $60,000 but instead, he sold them the least expensive version of that service for $5,000.

Do you get excited that he finally broke through and sold something to a highly leveragable account?  Or do you become even more frustrated knowing that he failed to hold his ground and didn't sell them what they really needed, caving in to sell them what they wanted.  I know.  He's supposed to sell them what they want.  But he's also supposed to get them to want what they truly need.

If you're his manager, what do you do?  Can you guess which weaknesses he has?  Come on now.  Those who have been reading this for two years should be able to name at least three weaknesses that are absolutely ruling this guy.  What are they?

© Copyright 2007 Objective Management Group, Inc.


Topics: selling, Performance

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Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for nine consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave

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