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Practice Management > Building Your Business

Top sales mistakes

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  • 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.