As sales coach (and consumer), I've seen many a salesperson shoot him/herself in the foot. Here are the 12 most common blunders salespeople make:

1. They’re too pushy. Aggressive selling is dead. So are sales tricks and techniques. Today’s buyers have more choices and are savvier than ever. You may get some sales using aggressive techniques, but your success will be short-lived, with little repeat business, and no chances for referrals.

2. They don't connect with their buyers. Sales is a "relational business." People buy based on feelings. Salespeople who focus only on the transaction miss the opportunity to connect with their buyers on an emotional level, which is where the where the motivation to buy is triggered.

3. They rely on cold calling. In most business, cold calling is not the best use of your time. You may have to make hundreds of calls to get one qualified lead. Plus, almost everyone hates cold calling. Many cold callers neglect warm lead generation methods (such as asking for referrals), which are far more effective. In most businesses, I recommend you exhaust all warm lead generation methods before resorting to cold calling.

4. They don't have referral system. Referrals are the most effective way to gain new clients or customers. Unfortunately, most people don’t give unsolicited referrals, no matter how much they like you or your product or service. If you want referrals, you have to ask for them (but you have to ask the right people, at the right time, in the right way).

5. They sell as if they’re selling to themselves. Rather than asking questions to determine the buyer’s mentality, needs, motivation, and decision-making process, many salespeople spew their own thoughts and feelings about their product or service. It’s about the buyer, not you.

6. They sell features rather than benefits. Even though the difference between features and benefits is well known to most salespeople, many continue to sell features instead of benefits.

7. They don’t prepare adequately. When calling on a business, you should always do your homework. Otherwise, or you may come of as "just another salesperson." In the Internet Age, there is no excuse for not researching the company or person you’re calling on. If you don’t do it, your competitor will.

8. They avoid objections. This kills sales. It's far more effective to flush up objections and handle them masterfully.

9. They stumble on closing. Many salespeople blow deals that could have been theirs because they haven't yet learned how or when to close.

10. They don't follow up religiously. Follow-up is an indication of the quality of service the buyer can expect.

There it is, the top 10 most common sales blunders. If you want to take your sales and income to the next level, consider working with an experienced sales coach to enhance your competency and performance.