We all make mistakes, both personally and professionally and so do sales people. You could have felt that you should not have committed those blunders!
But, if you are aware of other sales professionals’ mistakes, you can prevent them yourself.
So, to simplify your job, we have put together a list of the seven most common sales mistakes that you should avoid.
Mistake 1: Overlooking Clients’ Needs
You could neglect what your potential client really needs, if you are deeply invested in making a quick sale.
Your prospects want solutions to their problems and that is why they allow you to give them a presentation.
But, if you fail to address their needs, all your efforts will go in vain. Moreover, they could lose trust in you and your brand and shut down all further communication.
Will that be good for your career and brand?
Mistake 2: Lack in Follow-up
If you do not follow up quickly enough, it will only confirm your failure.
Your potential client may no longer remember you, as it has been a while or they might have used your competitors’ services.
You could have been first to generate the lead, but if you do not follow up you could come in last when it comes to closing the deal.
Can you afford that?
Mistake 3: Over-explaining
Your prospects might ask you a bunch of questions and salespeople often over explain their products or services.
Do not make the same mistake.
Instead, ask thoughtful follow-up questions that will help you address their questions and position your product well.
For example, a customer might complain that your product is too pricy.
In such cases, do not explain what your product does and what features make it worth the investment. Rather, ask why they feel so and what they are comparing the prices to.
This would help you identify what the customer thinks, put you in a control of the conversation, and address their needs.
Mistake 4: No Lead Capture System on Your Website
You might have thousands of visitors to your site, but, if you do not have any system to capture their information, then you are leaving money on the table.
There could be golden leads among those visitors, but, without a lead capture system, you would never know who they are.
So, make sure you have a monetization strategy in place.
A simple way is to offer visitors free resources, such as eBooks or exclusive reports, and ask for their information like their email and name in return.
Mistake 5: Too Dependent on Sales Presentations
You might spend hours to create a great presentation to cover all the information your potential client needs, but this could turn against you, because it makes you highly dependent on the slideshow.
You might then not be aware of the most critical parameters to success: the vital buying signals.
You are more important than the presentation.
Of course, your presentation must be effective to lure the prospects, but never fail to identify what is most important: when you get the buy in and when you do not.
Mistake 6: Not Uncovering the Next Steps Clearly Enough
Do you ask your prospects what the next step is on a sales appointment?
If so, then you are on the right track, but it is still not enough.
For example, you might ask the clients what would happen next, if you come back to them with a proposal they like, and they could say that they will move forward.
But what does that mean?
It could mean signing the deal, but is that confirmed?
So, make sure you ask your prospects what specific action they will take next.
Mistake 7: Not Maintaining the Relationship
Closing a deal does not mean your job is over and not maintaining the relationship is one of the common sales mistakes.
Regardless of who is responsible for post-sale relationships, you should stick with your clients.
This will help you land more deals, as they might work as a brand advocate for you. This would also be better for your brand and your career.
Can you afford not to do this?
So, have you made any of the above mentioned sales mistakes? Please share your experience below and thanks for reading!
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