A successful sales person knows the steps to make a sale without even thinking about it. From product knowledge to final follow up, they can go through the sales process without ever giving a second thought to the steps involved. These mentally strong salespeople have the process ingrained in their memories and they rarely go off course. The process takes work. It takes planning, development and practice. These professionals know that there are 7 things mentally strong salespeople should not do.

Don’t Wing It.

You need to be well versed in your product. For every feature that your product provides, you need to know the benefit of that feature. Learning about the product or service you sell is more about answering the customer’s question: “How does this help me?” than simply learning each specific feature of the product. The feature was developed to provide a benefit. Mentally strong salespeople will learn that connection.

Don’t Wait for Customers.

Unless you have the product of the century, potential customers are not going to come knocking at your door. Mentally strong salespeople know that prospecting is the search for new customers and they know how to do it. Prospecting is a complicated process in itself and can save you time and effort in the long run. Take the time to do your homework. Create a profile for the type of people who use your product, and build from there. Continue to take notes.

Don’t Use the Wrong Approach.

This is the first step in building the relationship with a customer. Mentally strong salespeople know that the first meeting sets the foundation for the relationship. Based on the prospecting work you did, now is the time to contact the prospective customer. You need a good sales approach to achieve sales success.

Don’t Stop Thinking About the Customer.

Mentally strong sales people are constantly trying to understand and assess of the needs of their customer. You can only do this by asking the customer many specific questions. Prior to the call, you should do some research on the company by reviewing their website and other information sources. Remember, when you ask questions, the customer is going to tell you what they need. You need to match the needs with the features and benefits of your product.

Don’t Go Off Topic.

Mentally strong salespeople remain focused during their sales presentations. They have done the customer’s needs assessment, which is what the bulk of the presentation should cover. There may be new and improved features to your product or service that you think are the greatest. If that feature is not something that will help this particular customer, don’t dilute your presentation by spending time overly discussing that feature. Maintain your focus on the needs of the customer.

Don’t Fail to Close.

It is estimated that as many as 80 percent of sales are lost because the salesperson does not close the sale. Mentally strong salespeople know that getting to the close means overcoming obstacles and never being complacent. They know that this is the goal of the sales process. To make the sale, get the order, or sign the contract.

Don’t Forget to Follow-up.

Mentally strong salespeople know that follow-up is important because sales are based on relationships. No one likes to feel like he or she has been left hanging. Follow-up is nurturing. It can be reassuring to the customer that the sales person was not just “in it for the sale”. If you have done your homework, kept detailed notes of each meeting, and have developed a relationship with the client, the follow-up is easy. In addition to maintaining the relationship, the follow-up can also lead to some good prospects.

Mentally strong salespeople know the process and they don’t mess with the process. To be successful, you need to know what mentally strong salespeople do and what they would never do.