Most sales people don’t realize what mistakes they are making because they never take the time to study the art of sales. By gaining more knowledge in the art of selling, you become more aware of possible mistakes that could be holding you back from making more sales. Are you making the seven mistakes below?
And how are you different: Are you able to articulate in a quick succinct way what makes your product better than your competition? If the answer is no. Why not? Can you tell your prospects how you and your product can solve their problems in a sentence or two? If you can’t say it clearly and quickly, then your potential customers don’t know how you are different. If you haven’t taken the time to determine what makes your product different than your competitor’s product, then I encourage you to do it now.
BLAH. BLAH BLAH. “We have been in business for over 30 years”, “Our staff consists of 100 + years of experience in our industry. “ Sound familiar? Your customers don’t really care about you or your business that much. Sure they want to work with a credible company, but they will find that out later. In your initial meeting or over the phone, they want to know if you know what their problems are, and then secondly, do you have a possible solution to solve their problems. Get to these two answers quickly and the rest of the sale will be easier.
Attitude: Have you ever heard the saying that “attitude is everything?” “Attitude is contagious?” Well, what if these sayings are true? And I can say without a doubt they are. What kind of attitude are you displaying? Are you excited? Are you passionate about your product? Do you feel so passionate and trust that your products are the best that exist in the market? If you don’t feel that way, then you cant get your customers to feel that way either. Check your attitude.
Where are we? If you make a sale and you don’t know how you did it. Or you don’t make a sale and you don’t know why you didn’t. Then you aren’t following a plan. Professional sales people know where and why a sale is executed or why it isn’t. How you do it may vary from time to time. But not what you do. This is the difference between professional selling and wing-it selling. Professional sales people have a plan and follow it.
What do I need to do? (next steps not defined) “Great.” “Glad we had a chance to meet.” And you walk out the door. Sound familiar? Most sales are lost over the phone or in person due to the sales person not defining what the next steps are. Be the assertive person and tell them this what we are doing next and I will follow up with you on this. Whatever it is, be the one that knows where and what is being done next, your customers need the clarity.
Do you understand the words coming out of my mouth: (listening) Yep. This is what your customers are saying to you. They are talking, but your aren’t listening. You are too busy selling the blue one, because you didn’t hear that they like the red one. I challenge you with this. The next time you are meeting with a prospect. Try to not say anything about your product for fifteen minutes. Don’t even mention it. Just set there and get to know the person you are talking with and their business before you mention your products and its features.
What are you doing? What is the most precious commodity that we all possess? Answer: It is our time. What you are doing with your time can kill your chance for success in sales. There are certain things that you must do to execute a sales transaction. However, the most important thing for you to do as a salesperson is to sell more of whatever it is you are selling. You must make time to find, develop, and cultivate new sales.
If you are doing any of the above the chances are you have lost some sales. But the good thing is, you are now equipped with some new knowledge to change it.
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To your success and your future.
Sales Trainer and Performance Consultant