Tom Atkinson and Ron Koprowski of the Forum Corporation surveyed 138 customers who make business to business (B2B) purchases for North American companies and found out what the biggest mistakes salespeople make when it comes to customers.
The top three mistakes are:
1) not following the company's buying processes
2) not listening to the needs of the customer
3) not following up
#3 I have talked about here before. To read more check out these posts:
Follow-Up With Your Customers
Follow-Up and Make More Money
Regarding #2, check out this for more information:
Improve Your Listening Skills
As for #1, I don't believe I've ever covered the topic. When you're dealing with businesses or large corporations, it is important to keep in mind that each of them has certain policies and procedures of conducting business. When you go against these processes, essentially you are saying that you don't value your customer's way of doing business.
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