8 SELLING SINS _____________________________ SIN ON THESE AND YOU ARE DEAD MEAT #1 NOT LISTENING LISTEN TO WHAT THEY SAY TALK WHEN YOU MUST #2 NOT BEING ACCOUNTABLE DON’T PASS THE BUCK, EVEN WITHIN YOUR FIRM; BUYERS WANT YOUR PERSONAL SKIN IN THE GAME #3NOT UNDERSTANDING THEIR BUSINESS THEY WON’T ANSWER ZILLION QUESTIONS DO YOUR RESEARCH #4NOT BEING AN ALLY THEY RISK CAREERS TO DO BUSINESS (WITH YOU) REPRESENT THEIR BEST INTERESTS #5NOT SOLVING PROBLEMS SELLING FEATURES STOP DIARROHEA ON FEATURES TELL HOW YOU HELP THEIR BUSINESS #6NOT BEING ACCESSIBLE WHEN NEEDED ANSWER THEIR EMAIL OR VOICE MAIL WITHIN MINUTES, NOT HOURS #7SELLING, NOT HELPING YOU DO THE THINKING ON HOW TO HELP NOT HOW TO SELL #8WASTING THEIR TIME IF YOU AREN’T RIGHT CHOICE, SAY SO DON’T WASTE THEIR TIME, AND YOURS ALSO CHECK OUT 8 SELLING VIRTUES ON @SLIDESHARE ________________________ 8 SELLING SINS RAJESH SOUNDARARAJAN @RAJESHSOUND

1. 8 SELLING SINS
RAJESH SOUNDARARAJAN
@RAJESHSOUND

2. SIN ON THESE AND
YOU ARE DEAD MEAT

3. #1
NOT LISTENING
LISTEN TO WHAT THEY SAY
TALK WHEN YOU MUST

4. #2
NOT BEING
ACCOUNTABLE
DON’T PASS THE BUCK, EVEN WITHIN YOUR
FIRM;
BUYERS WANT YOUR PERSONAL SKIN IN
THE GAME

5. #3
NOT UNDERSTANDING
THEIR BUSINESS
THEY WON’T ANSWER ZILLION QUESTIONS
DO YOUR RESEARCH

6. #4
NOT BEING AN ALLY
THEY RISK CAREERS TO DO BUSINESS
(WITH YOU)
REPRESENT THEIR BEST INTERESTS

7. #5
NOT SOLVING
PROBLEMS SELLING
FEATURES
STOP DIARROHEA ON FEATURES
TELL HOW YOU HELP THEIR BUSINESS

8. #6
NOT BEING
ACCESSIBLE
WHEN NEEDED
ANSWER THEIR EMAIL OR VOICE MAIL
WITHIN MINUTES, NOT HOURS

9. #7
SELLING, NOT
HELPING
YOU DO THE THINKING ON HOW TO HELP
NOT HOW TO SELL

10. #8
WASTING THEIR
TIME
IF YOU AREN’T RIGHT CHOICE, SAY SO
DON’T WASTE THEIR TIME, AND YOURS

11. ALSO CHECK OUT
MORE @SLIDESHARES FROM @RAJESHSOUND
- 8 SELLING VIRTUES
- SIX THINGS TO REMEMBER WHILE WRITING FEEDBACK
- SIX THINGS TO REMEMBER WHILE RECEIVING FEEDBACK
- WHY IMPERFECTIONS MAKE A PERFECT PRODUCT

12. 8 SELLING SINS
RAJESH SOUNDARARAJAN
@RAJESHSOUND