What is the Number One Mistake Sales People Make?

This was a question asked by Tracy Johnson, a member or the Linked In group Sales Gravy, that prompted Jeff Garrison to answer, along with close to 100 other sales professionals that have posted their thoughts on this question in the last month.  Most of those listed one of the following as the number one mistake.

•    Poor listening skills
•    Poor follow-up
•    Not qualifying prospects
•    Failing to keep the pipeline full
•    Failing to ask good questions
•    Failing to ask for the business
•    Poor planning
•    Poor handling (or no handling) of objections
•    No passion

With the exception of the last one, all of these things fall into one big category. Read more….