16. Failure Modes A
Failure Modes 1A
Failure Modes 1B
Sales Reps Need to Avoid Thesse Mistakes
Here is a list of some common reasons reps fail:
No Real Commitment. Just visiting, on “vacation” from present job.
All Talk. No walk, bravado and bragging with no delivery.
Blame Game. Always “their” fault, excuses for every event.
Life is Unfair. So? And your strategy is to moan and whine and for 70+yrs?.
Entitlement. Welfare mentality, the world “owes” me.
Dinosaurs. Won’t adapt or change.
Sell and Pitch. If it ever worked it doesn’t now.
Lazy and Spoiled. Work is a 4-letter word.
Don’t Have to Work. Spouse, parents, or savings so no big hurry.
I’m Pretty. Bow down before me – doesn’t work to well on the phone.
Schmoozer Extraordinaire. Everybody’s best friend, should have been a dog.
Connections. Won’t help you get a sale.
Pedigreed Elitist. I can care less if you’re on the board at Georgetown, we are a meritocracy not a monarchy.
College Degrees. Nice to have but hard to monetize.
Engineers and Attorneys. Left brain, analytical – endless questions, think too much for their own good and can talk themselves out of a great job.
Consultants. Not held accountable for results, paid to bullshit and look good.
MBAs. Theoretical bs. Welcome to the real world – now get back on the phone.
Favors. If you do them you won’t have to deliver. Wrong.
Politics. Maneuvering for position instead of a sale. Run for office on your own time.
Too Nice. Roll over, good doggie! Park it at the door.
Manic Depressive Roller Coaster. Make a sale they’re up. If not they are down. 10 second rule – get a sale you have 10 seconds to celebrate, if not 10 seconds to moan about it. Then shut up and get back on the phone.