--- title: 14 Sales Worst Practices | The Sales Blog description: A list of 14 worst practices in sales. image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_326336378.jpg --- ### [Now booking SKO meetings for 2026/27! Learn more](https://www.thesalesblog.com/authority) [![Iannarino The Sales Blog](https://www.thesalesblog.com/hubfs/2021%20Website/Images/ai-logo-web.svg) ](https://www.thesalesblog.com) - WIN AT SALES - The Sales Environment - [ Sales is broken ](https://www.thesalesblog.com/sales-is-broken) - [ Modern sales ](https://www.thesalesblog.com/revenue-growth-blueprint) - Sales Resources - [ Blog ](https://www.thesalesblog.com/blog) - [ Podcast ](https://www.thesalesblog.com/blog/tag/the-anthony-iannarino-show) - [ Live Training Events ](https://events.thesalesblog.com) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### Live Training Events ### Upcoming training events & workshops [![Sales Accelerator Training](https://no-cache.hubspot.com/cta/default/2922376/cda2541c-e77c-44de-9752-0a68716d50e9.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/cda2541c-e77c-44de-9752-0a68716d50e9) ###### Online Training Platform ### Sales Accelerator [![Revenue Growth Blueprint](https://no-cache.hubspot.com/cta/default/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6) ###### #1 Resource ### Revenue Growth Blueprint - [ BLOG ](https://www.thesalesblog.com/blog) - [ SPEAKING ](https://www.thesalesblog.com/speaking) - SALES TRAINING - [ Sales Accelerator + Monthly Webinars Bundle ](https://www.thesalesblog.com/sales-training-events-bundle) - [ For Individual Reps ](https://www.thesalesblog.com/individuals) - [ For Teams ](https://www.thesalesblog.com/sales-accelerator) - [ Events & Other Programs ](https://events.thesalesblog.com) - [ Hire Anthony to Speak ](https://www.thesalesblog.com/speaking) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) - [ EVENTS ](https://events.thesalesblog.com) - [ BOOKS ](https://www.thesalesblog.com/books) - [ ABOUT ](https://www.thesalesblog.com/anthony-iannarino) - [ CONTACT ](https://www.thesalesblog.com/contact) - Hit Sales Targets [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### LIVE TRAINING EVENTS ### Upcoming virtual training events & in-person workshops ###### Improve your win rates [![Speaking](https://no-cache.hubspot.com/cta/default/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279) ###### Keynotes & Workshops ### Hire Anthony to Speak @ Your Event # 14 Sales Worst Practices ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) October 14, 2015 1. **Waiting for someone else to create your opportunities for you.** A lack of prospecting usually proves [fatal](https://www.thesalesblog.com/blog/a-full-pipeline-inoculates-you-against-most-sales-problems) when it comes to selling well. Your success hinges on your ability to create new opportunities. 2. **Not preparing for sales meetings.** The most valuable activity in which you can engage is spending time face-to-face with your prospects and clients. Not using that time wisely is a mistake. 3. **Not listening.** In inability—or an unwillingness—to [listen](https://www.thesalesblog.com/blog/what-it-means-when-a-salesperson-doesnt-listen) well proves that you are self-oriented or lack discipline. No one wants to buy from someone who doesn’t care about what they say enough to listen. 4. **Leading with your product.** Unless you are Apple, you’re not Apple. Trying to open an opportunity by leading with your [product](https://www.thesalesblog.com/blog/stop-selling-product) mostly causes resistance. It also makes it appear that what you sell is a commodity. 5. **Competing on price.** Unless that is your company’s chosen strategy, competing on [price](https://www.thesalesblog.com/blog/your-price-is-higher-than-we-pay-now) is one of the worst of worst practices. It normally doesn’t work. And it prevents you from delivering. 6. **Lying or not setting the right expectations.** There aren’t too many things worse than lying in an attempt to win business. Lies of [omission](https://www.thesalesblog.com/blog/four-lies-you-must-not-tell) aren’t any less harmful, which is why you have to set the right expectations, even when you feel that it will threaten your deal. 7. **Failing to follow up.** Failing to keep your commitments might indicate that you don’t care, that you aren’t detail-oriented and buttoned-down, or that you can’t be trusted. Even the small commitments matter. 8. **Avoiding accountability.** When you sell something, you own the outcomes you sold. Avoiding [accountability](https://www.thesalesblog.com/blog/accountability-to-self) makes you someone who can’t be trusted to be part of your client’s team. Not owning what you sell makes it almost certain you don’t make a future sale. 9. **Possessing a poor mindset.** Having a negative or cynical attitude is a terrible affliction. Spreading that disease is even worse. Your results begin in your mind, and a poor [mindset](https://www.thesalesblog.com/blog/how-to-cure-yourself-of-a-negative-mindset) is the foundation of poor results. 10. **Giving up.** A lack of perseverance and a willingness to professional pursue your dream clients will massively limit your success in sales. You can train your dream clients that you will go away and that they can wait you out. 11. **Choosing the wrong medium to communicate.** Sending an email instead of a phone call when a critical conversation is necessary is a surefire way to damage a relationship. When an issue is important, the [wrong medium](https://www.thesalesblog.com/blog/choosing-the-right-medium-for-the-message) says you don’t care, or you are avoiding the difficult conversation. 12. **Living in your inbox.** [Email isn’t your job](https://www.thesalesblog.com/blog/how-to-stop-living-in-your-inbox). The most important work you need to do isn’t done in your inbox. You will never be as productive as you could be if you allow other people’s priorities to replace yours. 13. **Failing to grow personally and professionally.** The name of the game is business acumen and situational knowledge. If you want to be a trusted advisor, then you need the trust, and you need the chops that make you someone who others will allow to advise them. If you aren’t growing, you’re shrinking. 14. **Making excuses.** Excuses suggest that there is nothing you could or should be doing differently. But if you aren’t getting the results you want, you need to to do something differently, don’t you? Excuses are your attempt to rationalize your poor results and absolve you of responsibility. Making [excuses](https://www.thesalesblog.com/blog/investing-in-excuses-instead-of-results) for your failure or losses disempowers you.   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2015](https://www.thesalesblog.com/blog/tag/2015) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on October 14, 2015 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2023-02-08T8:20:46 AM", "datePublished" : "2015-10-14 21:00:21", "description" : "A list of 14 worst practices in sales.", "headline" : "14 Sales Worst Practices", "image" : { "@type" : "ImageObject", "height" : 16, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/Image/favicon.ico", "width" : 16 }, "mainEntityOfPage" : { "@id" : "https://www.thesalesblog.com/blog/14-sales-worst-practices", "@type" : "WebPage" }, "name" : "14 Sales Worst Practices", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 24, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/TSB/images/TSB%20Logo%20Dark.svg", "width" : 228 }, "name" : "The Sales Blog" } } ```