There are a few star performers in sales. The other 99 percent fall on a continuum from very good to poor. While this isn't news to anyone, the common approach is to hold up the 1 percent as models for everyone else. "Strive to be a star," they're told. While that may motivate a few, it doesn't help the vast majority of salespeople who want to sell more but don't know how to go beyond where they are.
This picture isn't complicated. For the most part, salespeople can do things that bother customers so they lose sales unnecessarily. Here are a number of them.
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