You may make these sales mistakes. Some, you are unaware of the harm they are doing but they are harmful to your business.
Once you have realized the mistakes made during the sales process and rectified, then the making of the money shall commence.
Just like with sports, to reach mastery in sales, you need to practice extensively, take risks, make mistakes, and be able to learn from them. It takes a combination of both skills and talent to weed out sales mistakes, though it may not be complete.
Related: Classification of Sales leads
Sales Mistakes To Avoid
1. Talking A Lot
If you are setting to make a sale or solve a problem for a customer, you are going to be listening more rather than doing the talking. Professional sales training involves more questioning and listening techniques than it does speaking skills. It’s knowing the proper questions to ask, not just talking, that leads to closed sales.
2. Pricing Too Soon
Do not be in a hurry to close or make the sale. Keep the price of the product for later in the conversation. It is safe to establish value before talking about the price. From the conversation, the customer will willingly inquire about the price. People will always buy value.
3. Pitching – One Of the Commonest Sales Mistakes
This is up there with widely practiced sales mistakes. Whenever a salesperson is asked for a pitch, they go into overdrive about their product.
Thing is, the prospect has heard the lines before and could smell them off your breath from a million countries away. That’s why pitching is one of the worst sales mistakes you can make today. Instead of pitching, take your time to engage prospects in a real conversation to understand what’s going on in their world. After that engagement is when you will determine if the prospect will be a perfect fit for your product
This might sound off but excitement ranks high among sales mistakes that turn off prospects today. When a potential customer gives you their time, it is prudent that you remain calm. Otherwise, the excitement will come off like it is rehearsed and the conversation thereon will not be natural but a script that will probably lead nowhere.
5. Don’t Talk Past The Sale
Once the deal has been closed, you should hold back on the enthusiastic selling. People have had closed deals turned around because they said something irrelevant after a sale is made in the hope that they were impressing. You can always go into talking about other fields.
When you go down the persuading route, you are headed for insincerity. Persuading is one of those crippling sales mistakes that has made its way deep into the culture of selling. When you listen to a prospect, you can easily understand what they are looking for and you can base on this to suggest a suitable solution. Persuasion will not be necessary.
7. Making Promises You Can’t Keep
You are probably in dire need to make sales but do not at any one time make promises you cannot keep. That translates to lying. One client may be late to catch on, but once they do, they can spread the word and the effects are like ripples. This will cripple your business in the not so short run.
But how do you sell then? Here are two suggestions:
- Instead of over-promising, let the prospects sell to themselves. You can do it by asking the right questions that’ll gently push the prospect to the right direction. In the end, they’ll convince themselves that they need your product.
- Another way is particularly suitable for the free trial stage. To make sure your prospects are pleasantly surprised, you can under-promise and over-deliver. If the expectations are low, but the product can do more, then prospects will be blown away with the experience they get. This will help you win them over during the next sale stage.
In modern selling, for some reason, people believe in closing as a top determinant for good salespeople. That is not entirely true. It is all about taking prospects through a process to determine whether they’re a fit while creating value for them along the way. Closing makes the sales process focus on only that creating a stellar sales process where the prospect effectively does the closing for you.
9. Killer Words – Sales Mistakes Kings
There are words and phrases you have to avoid when making sales. These are Competitor, Trust Me, We Provide, We give you, Billion, Roadmap, Contract, Free trial, Implement/implementation, Payment, However, For example.
This goes in the same bracket with overly mentioning the company name.
To err is human and sales mistakes are going to be made once in a while but if you work to avoid them, you are definitely on the road to being a good salesperson. It takes time to master the art of being a good salesperson, but yes, take time to practice.
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