by North Phoenix Chamber of Commerce
Salespeople often make the fatal mistake of blaming other things, circumstances, and people for their own inability to create a buying atmosphere. And that mistake has double jeopardy. One, you're blaming the wrong party, and two, you issue blame instead of taking responsibility. You fail to see the urgent need for more self-improvement training.
Jeffery Gitomer has identified 12.5 fatal flaws of selling. Real reasons why salespeople fail to make the sale. Painful as this exercise may be, he suggests rating yourself instead of just reading them. And for your maximum enjoyment and benefit, a one sentence "flawless" remedy or suggestion follows each flaw.