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TV Expert Interviews / For Sales Pros / Jun 28, 2023 / Posted by David Kurkjian / 61

The Most Common Sales Mistakes and How to Avoid Them (video)


The 3 Mistakes Salespeople Make in the Early Stages of the Sales Cycle

Sales is an art, and a good salesperson knows how to engage their prospect in a memorable way. In this podcast episode, Dave Kurkjian, a 35-year sales veteran, shares insights from his book, “6x: Convert More Prospects to Customers.” The first two mistakes that salespeople make in the early stages of the sales cycle are sharing too much information and not being unique in the conversation. However, the third mistake is the most crucial – not focusing on the prospect’s point of view.

Dave emphasizes that the conversation should not be all about the salesperson or their company. Instead, the focus should be on the prospect and their needs. Sales professionals need to embrace their profession and find unique and creative ways to communicate with prospects. They need to communicate the value of their product or service in a way that is compelling and memorable.

Dave suggests a technique called “you phrasing” to shift from the salesperson’s point of view to looking at the prospect’s worldview. This technique involves using phrases like “what you’re going to experience today” or “what you are going to see” to engage the prospect and make them pay attention to what you’re saying.

In conclusion, salespeople need to focus on the prospect’s needs and communicate the value of their product or service in a way that is compelling and memorable. They should not bombard their prospects with information and should instead find unique and creative ways to engage with them. By using techniques like “you phrasing,” sales professionals can shift their focus to the prospect’s point of view and create a more productive conversation.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

David Kurkjian is a 35-year sales veteran with success in companies such as Bellsouth and CareerBuilder. Educated as an engineer he discovered the secrets to sales success by exploring behavioral psychology and the science of human decision making. In 2012 he founded MasterMessaging to help clients increase their revenue by mastering the ability to elevate their value. He also enjoys running barefoot, biking, and spending time with his wife, four grown children, and seven grandkids. His new book is 6X: Convert More Prospects to Customers.

Author's Publications on Amazon

As a salesperson, connecting with and converting prospects is one of your main goals. With all the options and knowledge at the fingertips of potential customers, it can be hard to stand out from all the others selling out there.Selling is about more than just…
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