Whether you are selling a product, a service or an idea, at some point in time you have more than likely been guilty of committing Sales Malpractice.
Perhaps you are now saying to yourself, “no way!” But are you also now asking what is Sales Malpractice?
As a sales professional you commit Sales Malpractice when you prescribe before you diagnose. Though this is a fundamental mistake, it happens every day and almost all of the time.
As in any field, no one likes to be guilty of malpractice. So how do you avoid the most common sales mistake? The answer is simply. You create a sales process that doesn’t allow for it.
Whether you are a seasoned sales professional or a rookie, having the right sales process allows you to truly identify your customer’s needs and diagnose before you prescribe. When the opposite is true, you will likely lose the sale and lose the confidence of your customer.
Think about it; how would you feel if you went to the doctor and before being examined, the doctor was writing you a prescription for medicine, or even worse, scheduling you for surgery! We can all agree that that would be outrageous.
So why do most sales professionals think that they know what their customers wants and needs before even asking the right questions to obtain that information?
By asking questions and having a discovery process in your overall sales process, you will save yourself from committing this grave mistake. Discovery must always come before presenting your solution or you too will be guilty of committing malpractice!
Jaime Marco is the owner and President of Evolve Business Consulting. Jaime is a graduate of the University of Central Florida in Orlando and earned a Bachelor’s Degree in Interpersonal Communications. Jaime has an established, comprehensive, and proven background in sales, branding, training & development, leadership coaching, facilitation, change management, business development and professional speaking – experience that she has cultivated over many years.