{"id":2608,"date":"2015-07-28T15:35:00","date_gmt":"2015-07-28T20:35:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=2608"},"modified":"2015-07-28T15:36:47","modified_gmt":"2015-07-28T20:36:47","slug":"2-habits-that-undermine-salespeople","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2015\/07\/2-habits-that-undermine-salespeople\/","title":{"rendered":"2 Habits That Undermine Salespeople"},"content":{"rendered":"<p><em><strong>Supposition<\/strong><\/em> \u2013 something that is supposed; assumption; hypothesis<\/p>\n<p>Think of supposition, in sales parlance, as being synonymous with stereotyping.\u00a0 This is a dangerous approach to sale in that once you start making assumptions, you start derailing your qualifying skills.\u00a0 In most prospect situations, once you stop truly qualifying you are headed towards prospects that are welded on your forecast 90 days out.\u00a0 Eternally.<\/p>\n<p><em><strong>Proposition<\/strong><\/em> &#8211; the act of offering or suggesting something to be considered, accepted, adopted, or done<\/p>\n<p>I suspect you are thinking of value proposition which makes sense.\u00a0 I read <a href=\"http:\/\/entrepriseref.com\/?p=4311\" target=\"_blank\">an interesting post<\/a> that turned that term upside down.\u00a0 The author suggested selling to the customer\u2019s value expectations rather than your value proposition.\u00a0 I agree.\u00a0 They went on to postulate that this approach leads to listening rather than proposing.<\/p>\n<p>Supposition, in partner with proposition, leads to sloppy qualifying.\u00a0 Salespeople with these two habits tend to assume what is needed by the prospect without asking the right questions.\u00a0 This mental supposition then leads to them proposing what they feel is the best solution for the supposed problem.\u00a0 Circular and twisted logic all in one fell swoop!<\/p>\n<p>The two better habits for salespeople in any sale is investigation and observation.\u00a0 <strong>Investigation<\/strong> \u2013 ask the right questions to get to the truth.\u00a0 <strong>Observation<\/strong> \u2013 simply put, listen\u2026and watch body language, tonality, eye movement, etc.\u00a0 Salespeople with these habits are far more efficient qualifiers and typically are far more productive.<\/p>\n<p>If you need help finding these types of salespeople, <a href=\"http:\/\/www.selectmetrix.com\/Recruiting_Main.html\" target=\"_blank\">we can help<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Supposition \u2013 something that is supposed; assumption; hypothesis Think of supposition, in sales parlance, as being synonymous with stereotyping.\u00a0 This is a dangerous approach to sale in that once you start making assumptions, you start derailing your qualifying skills.\u00a0 In most prospect situations, once you stop truly qualifying you are headed towards prospects that are welded on your forecast 90 days out.\u00a0 Eternally. Proposition &#8211; the act of offering or suggesting something to be considered, accepted, adopted, or done I suspect you are thinking of value proposition which makes sense.\u00a0 I read an interesting post that turned that term upside down.\u00a0 The author suggested selling to the customer\u2019s value expectations&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2015\/07\/2-habits-that-undermine-salespeople\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[2,16,1717],"tags":[130,184,212,1716,142,687],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-G4","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2608"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=2608"}],"version-history":[{"count":2,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2608\/revisions"}],"predecessor-version":[{"id":2610,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2608\/revisions\/2610"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2608"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2608"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2608"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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