Inborn sales and interpersonal skills are the features of the perfect sales rep. But such talents don’t come naturally; they require training and practicing. Every manager has faced some sales mistakes during the career building. Although, no obstacle is ever insurmountable, and there is no issue unresolved. Check out this solution blast of the common mistakes done by the sales people, and use them for tuning your skills.
#1 Listen to Your Customers
As a rule, the talkativeness is a required virtue of the sales staff, yet it is also their vice. The success of the deal closing lies in the listening to the customer’s needs, but not the sheer desire to reach the set the quota.
Solution: To bypass the extra talkativeness, you should prepare the list of questions and figure out the needs of your customer before the presentation. Make sure you don’t ask only the yes-no questions unless your clients are found of questioning.
#2 Work on A Prospecting Script
The script also takes a top position in the sales mistakes chart. To be more specific, when the sales rep uses phrases as “I help companies...” or “Many clients rely on me...” work as a repellant from potential customers.
Solution: Instead of focusing on yourself, prepare phrases that will show how the company products helped to solve problems and brought the benefits to the existing customers.
#3 Develop Your Communicational Skills
Low communicational skills are a rather unbelievable problem that influences on the success of sales rep performance. Apart from fear and anxiety, lots of managers suffer from talking too fast or too slow. Many reps require their grammar and pronunciation improvement.
Solution: Expressive and emotional speaking is a half the sales pitching success. For satisfied customers, you should work out your communication skills, as well as derive a enjoy from storytelling. Besides, the positive and lively voice gain more trust and increase the retention.
#4 Don’t Use Question As An Answer
Some sales people think that the strategy “question as an answer” will help them to drag out more information out of a potential customer. These tactics also join to the sales mistakes as it confuses clients and lowers the trust.
Solution: Forget this irrational approach, and never use it again. If a customer asks you a question, offer the extended answer. Don’t make any pauses and keep the initiative of the conversation with putting the next question.
#5 Put Away Familiarity and Aggressiveness
Lots of sales managers try to avoid formalities and talk to the customers like they are buddies. The thing is inappropriate in b2b when you are convincing a decision-maker to close a deal.
Solution: First of all, revise the business etiquette and listen to the call records of the sales professionals. Despite your work experience, find the courage and listen to your first calls records. This will bring you back to earth; there is always room for improvement.
#6 Going by the Right Name
One of the biggest sales mistakes is the getting the wrong name of the person you are talking to. Referring to a potential customer with a wrong name shows the lack of attention to details and low interpersonal skills.
Solution: Introduce yourself and make sure you refer to the client with a right name just to avoid any confusions.
#7 Mention the Customer’s Name More Often
To gain the client’s trust, you need to set up a close contact. Don’t hesitate to refer to the potential customer by the name. All people like the sound of their names.
Solution: Avoid the usage of any generalized words when you are pitching your client. Work out the habit of referring to people by the name.
#8 Keep to the Topic
To succeed with the deal closing, you should get the customer trust without getting off the topic. While you are trying to figure out the problem, you hear nearly the life story of the potential client.
Solution: For avoiding this mistake, sales reps should keep to the plan. Be friendly and listen to the customer, but remember - you should solve the problem not become the client’s bestie.
#9 Turn Off Judgments and Arrogance
Another set of the nastiest sales mistakes is arguing with the clients, interrupting them and showing off the contractions in their statements.
Solution: Spare some patience, and work on your desire to interrupt. The experienced sales reps know that the confident and friendly explanation of the benefits will aid greatly in the deal closing process.
#10 Show Confidence
Often sales managers find the confidence and being pushy as the equal things. You can present the offer with bright colors but when it gets to the objections, you are simply lost and numb. In this situation, none of your sales arts will help, except the deep knowledge of the product.
Solution: Find time to learn every detail about your product or service. Besides, the confident sale truly believes in the commercial offer and knows how it will help the potential customers.
#11 Set A Win-Win Aspect As A Goal
Another sample of the shared sales mistakes is a direct promotion of the company. Put yourself in the client’s shoes and think - would you be interested in somebody’s bio or profits? To be honest, such a call is destined for failure, and the cold lead gets freezing.
Solution: Use the best practice and tell what are the benefits of your partnership. Find out the customer’s problems and offer the resolvement that your product or service can provide.
#12 Minimize Information Overload
Long sentences with heavy words are the hang-up for customers. People just get confused with loads of the information, and this feeling won’t make them your customers.
Solution: Remember in the pitching the customers you should provide only the information required by the customer. Avoid any sophisticated phrases, mind-blowing jargons, just make your message clear and concise.
#13 Take ‘No’ for an Answer
Customer’s ‘no’ means ‘maybe’ is another point in the sales mistakes list. Some managers get upset with the first ‘no’ while others keep pitching the customer even after the 10th ‘no’.
Solution: Don’t panic if your potential client says ‘no.' Get used to the negative responses and objections. Sales is a skill that can be trained, so improve your pitching script.
#14 Don’t Become A ‘Yes’ Man
Anytime your customer makes a request; you say yes. Looks like a normal, ordinary situation, yet it is rather a slippery slope. The fantasy and creativity of the clients can be quite impressive.
Solution: Take the initiative in your hands and try to figure out what details bother your client. Stick to the principle: only reasonable request receives the answer yes.
#15 Make a Complete Presentation
It is vital to run the presentation, benefits explanation and then the price. Either way, omitting one of the steps leads to a failure. So skipping a step in the presentation is one of the biggest sales mistakes.
Solution: To get the result in the most sales, you have to spare some patience and learn the strict order of the sales pitching process.
#16 Customer in the Middle
Lots of managers sure that every offer should be focused on their company, product, or service. Nevertheless, it always should be about the customer.
Solution: Make sure you have done homework and collected customer’s data, as well as prepared a clear sales presentation. Don’t forget to draw up the answer list of all possible objection and questions.
#17 Product Won’t Sell Itself
Benefits received by the customer from the offer are more important than the feature set. Sales mistakes list won’t be full without the constant extolling of the product or service as a reply to client’s questions.
Solution: Knowing the product is important. But instead of pushing it due to the outstanding feature set, you should explain how it will solve the customer’s needs.
#18 Fees, Price or Cost?
The semantics is also vital in a sales process. Many sales reps use the word ‘’fees” and then see how uncomfortable the potential customers feel.
Solution: The word “fees” is comprehended as a bunch of payments, and customers aren’t the fans of counting. Use “price” or “cost”, these words mean the all-in sum.
#19 Close Deal in One Touch
The sales enthusiasts are too often sure that they can close a successful deal in a single call. When the customer feels forced, the offer will be rejected despite all the guaranteed benefits.
Solution: Give the potential client general information about your product and offer to acknowledge with more details, then schedule another call. In this way, the customer will find more interest in your product.
#20 Clear Schedule for Follow-Ups
Many sales reps fail in aligning to the customer’s agenda so that they delay or forget about the follow-ups, scheduled call.
Solution: Focus on the win-win aspect and take the customer schedule as a top priority. Set a definite day and hour for calls that will show the logical and emotional value of potential clients and their time.
This hit-list of sales mistakes collects the most common missteps done any every manager during the career. Some of these tactics you may already successfully use and others can be workable suggestions for improving your skills, gaining more satisfied customers and raising your quotas.