Avoid This Dangerous Trap at All Costs When You Are Selling Anything

Actually, this appears to be two separate issues, but they do go hand in hand. Because one will truly create the other. In our society today there is a growing tendency to sidestep personal responsibility. What can come next will often destroy a salesperson's credibility in the eyes of their prospect.

No one likes to be blamed for a problem. This is especially true if the problem is not of one's own creation. If a problem develops during a sales opportunity, as is often the case, it's either the salesperson's responsibility or it isn't. If it is, the most productive and least damaging course of action is to accept responsibility and work to correct the situation. Prospects will give you immense credit for that.

If it is not the salesperson's responsibility, it can still be an effective strategy to take ownership of the problem anyway and work to find a solution. Again salespeople who are willing to do so will earn extra respect and trust.

The 'trap' is to immediately try to find someone else to blame. I've witnessed many times where salespeople try to shift blame to other salespeople, support staff or their managers. I can assure you that this strategy will cost considerable credibility in the eyes of most prospects. Furthermore, finding a scapegoat within the business may very well succeed in devaluating your entire organization in the eyes of the prospect, resulting in loss of trust.

In the same vein, it goes without saying that making negative or rude remarks about one's competitors is a losing strategy as well. No one can truly succeed in building themselves up by trying to beat someone else down, either personally or professionally. The majority of prospects see this very clearly. Salespeople who display this behavior will, without a doubt, pay an enormous price through lost sales. Don't be tempted to fall into this trap.