4 Mistakes Young Salespeople Make

sales techniques, Jeff Hoffman
Phil Marden
4 of 4

They lose sight of the goal.

Inexperienced salespeople too often walk into a meeting without having a clear goal in mind. Sometimes the goal will be signing a contract and closing the deal, but more often it will be the opportunity to speak with the prospect’s technical team or simply scheduling another, longer meeting. Before a meeting, know exactly what you want. During the meeting, ask for it. And don't leave the meeting without it. "Mediocre sales reps are happy with, 'Thanks for your time, and I'll be in touch,'" says Hoffman. "If you don’t ask for anything, you won’t get anything."