7. Employing Tactics That Don't Match Strategy

When employees are keeping busy, they often feel they are doing a great job; however, it is possible to work hard but not be doing a great job. Salespeople don't get paid to be busy. They get paid to be effective, and effective salespeople have high closing ratios.

Ineffective salespeople often waste time selling to the wrong people and the wrong accounts. A veteran salesperson will respond to client requests with questions for specifics about the client's intentions. Your client knows what your purpose is, so don't be scared to ask questions.