The sales process can be a tricky one. Sometimes it can feel like walking on a tightrope… One false move and you’ve blown it!
A really in-tune sales rep often has a great sense of anticipation and is aware of how to frame his or her conversation to avoid pushing too far or even not pushing far enough. Making mistakes in this area can be alleviated by having systems in place that allow a much smoother sales process.
Of course it goes without saying that we all want more sales conversions, but the truth is that many times we end up being our own worst enemies in this area. Mistakes are easy to make here, and usually irreversible. So in the spirit of continuing to learn the craft of conversion, let’s check out how we can avoid making mistakes we can do something about.
5 Easy to make mistakes that can ruin the sales process
Not listening – Many times people spend far more time talking than listening. This is a huge problem in sales calls. Not only do you need to hear what they are saying and decipher exactly what they really want or need, you also don’t need to spend a lot of time talking about yourself, as they likely don’t care!
Not providing a solution – Concentrate on providing a solution for the problem the person is wanting to solve, rather than selling your product. If you demonstrate how your product or service can solve their most pressing problems, you’ll be far more successful.
Not being prepared – If you don’t do as much homework as you can prior to the meeting, you could find yourself woefully unprepared. Take some time to research the company, the people, and whatever else you can find to determine the landscape you’re walking into. A little familiarity goes a long way.
Not staying focused – While it’s always a good idea to do a bit of relationship building in a sales call, this can backfire if you don’t remember why you’re actually there. Stay focused on the reason for being there, and don’t use up their available time without getting your pitch across without a rush at the end.
Ask for the sale – The biggest reason many sales calls don’t convert is simply because they didn’t ask for the sale. Acknowledge why you’re there, and don’t be shy about asking for a decision. You just might get a yes!
Sales is the pointy end of a sales related business. Get it right and you can have a steady supply of customers to feed your business, get it wrong and a business can dry up very quickly. Fortunately it’s the common mistakes that are made through the sales process are typically the easiest to fix. Following a systematized and predictable method usually will give you predictable sales conversions.