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Avoiding Mistakes
It is inevitable, but mistakes do happen when selling your product or service.
Mistake #1
You are not making any headway with your sales prospect. The reason for this could be that your prospect is running all over you. You have put yourself in an obedient position. Your prospect is controlling you. Change this — if the prospect is in control, you won't be able to close the sale or be able to accurately forecast. You need to establish a give and take relationship, the Quid Pro Quo™ sales approach. This has to start early in the sales process.
Building Rapport
The foundation of Quid-Pro-QuoTM Selling is creating a give-and-take relationship. Rapport is typically a byproduct of that relationship. Sometimes the relationship/rapport is easily established and is entirely natural. Other times you have to work hard and force the issue.
