Top sales mistakes

• Not following the customer’s buying procedures.
• Not listening to the customer’s needs.
• No follow-up.
• Too aggressive or disrespectful.
• Offering poor solutions to problems.
• Making exaggerated or inaccurate claims about products.
• Not understanding the customer’s business and making no effort to do so.
• Assuming too much familiarity with clients.
• Underestimating the competition.
• Setting prices too high or providing poor service.

Source: Adapted from “The Selling Advantage,” Vol. 18, Iss. 430.