Ten Biggest Mistakes Salespeople Make: Mistake #2

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Ten Biggest Mistakes Salespeople Make: Mistake #2

Encourager-In-Chief: December 14th, 2016

Prejudging the prospect

One of my best customers referred a financial planner to me. This man is a member of my customer’s professional networking group. I called the financial planner about five times without getting a return phone call. I let my customer know what happened. She gave me another phone number to try.

This time the financial planner called me back the same day, but got my voicemail. He said he was very busy that day and asked me to call him on Friday. He also made a point of letting me know in his voicemail message that he already works with two other coaches and he was very satisfied with what he had learned from them.

Although I happened to be traveling to Florida that particular Friday, I made a point of calling him as soon as I got to my hotel room and was able to locate his phone number. I got his voicemail. I left a message and in the two months since that time, he has never called me back.

This man failed to realize he was committing one of the biggest mistakes salespeople make: he was prejudging the prospect. The reason I was calling him was to ask how I’d know when I am speaking with someone who would be a good referral for him. Obviously, it’s unlikely that I will be referring anyone to him in the future. As for his coaches (one of whom I know), they don’t seem to have served him well in making a positive first impression.

This is a self-inflicted wound. If you’re going to prejudge people without knowing their intent and what they are looking for, you’re going to miss out on business and seriously damage your reputation. Always give people the benefit of the doubt. Your best customers are not going to tell you that they’re going to be your best customers the first time they meet you. That will be determined later, based on how well you treat them and serve them.

Always assume the next person you speak with may someday become your best customer. One day, you’ll be right!

Treat your customers like royalty.
- Dave Romeo

I encourage you to checkout my Sales Mastery audio program which also includes this lesson in greater detail.

Sales Mastery

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