Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 15

Return to Exhibit, the seven deadly sins of business selling. Think of an experience you had with a salesperson who displayed a poor sales image. How did the salesperson's attitude affect your purchase decision
EXHIBIT
The seven deadly sins of business selling.
1. Lack of product knowledge. Salespeople must know their own product line as well as the buyer's line or nothing productive can occur.
2. Time wasting. Unannounced sales visits are a nuisance. When salespeople start droning on about golf or grandchildren, more time is wasted.
3. Poor planning. A routine sales call must be preceded by some homework-see if it's necessary.
4. Pushiness. This includes prying to find out a competitor's prices, an overwhelming attitude, and backdoor selling.
5. Lack of dependability. Failure to stand behind the product, keep communications clear, and honor promises.
6. Unprofessional conduct. Knocking competitors, drinking excessively at a business lunch, sloppy dress, and poor taste aren't professional.
7. Unlimited optimism. Honesty is preferred to the hallmark of the good news bearers who promise anything to get an order. Never promise more than you can deliver.
Here are a few comments purchasing agents made on these deadly sins: They take it personally if they don't get the business; it's as though you owe them something because they constantly call on you.
I don't like it when they blast through the front door like know-it-alls and put on an unsolicited dog-and-pony show that will guarantee cost saving off in limbo somewhere.
Many salespeople will give you any delivery you want, book an order, and then let you face the results of their "short quote."
They try to sell you, rather than the product.
After the order is won, the honeymoon is over.
Beware the humble pest who is too nice to insult, won't take a hint, won't listen to blunt advice, and is selling a product you neither use nor want to use, yet won't go away.