(This post is another in our series of Rainmaking Problems. We invote your comments on this problem and would also welcome any problems you would like to submit to get comments from other readers.)
In my last post, I noted that curing bad habits is easier if you know what to do, rather than just what not to do. Instead of saying I, say we. Increase your eye contact and you will say uhm less often.
Over the years, the people in our firm have developed lots of prescriptions to deal with common bad sales habits. But I haven’t found satisfactory solutions to others. For example, what would you advise people to do to:
1> Stop talking so fast? I have never found a satisfactory cure to this common malady.
2> Stop selling after a client has agreed to a point? We all know do this, but failure rates remain high. What advice will reduce them?
Are there bad sales habits that you would like other readers’ advice on curing?