The 25 Most Common Sales Mistakes
Don't get caught making any of these 25 most common sales mistakes offered by MiladyPro.
- Lack of Commitment: Maintain a commitment to results every single moment you are at work; utilize tools and resources to implement ideas quickly.
- Not Listening to the Client: Avoid interrupting. Get key facts, isolate problems, and send the right message, both verbally and non-verbally: “I am here to help you.”
- Not Empathizing with the Client: Try to see the other person’s perspective; remember that you are not going to be thought of as the most important item on the day’s agenda. Develop respect for the client’s time.
- Seeing the Client as an Adversary: Strive to get the client to work with you; do not approach the sale from a confrontational mindset.
- Getting Distracted: Concentrate throughout the service; do not become disoriented by confusing or negative remarks from the client.
- Not Taking Notes: Establish control and reinforce the prospect’s desire to offer information by taking down key facts on a note pad or client information sheet.
- Failing to Follow-Up: Be sure to send professional-looking thank-you notes at key points in your client relationship.
- Failing to Keep in Contact with Past Clients: Remember that someone who falls out of your current customer base may still be a highly qualified client. Be sure to periodically connect and welcome them back or find out how you can win them back.
- Not Planning the Day Efficiently: Commit to a daily schedule and measure your actual performance against it.
- Not Looking Your Best: Put forward a sharp, well-groomed professional image when showing up to serve clients.
- Not Keeping Tools Organized: Always keep your desk, station, samples, and other materials neatly organized to reinforce your professional image.
- Not Understanding or Relating to the Client’s Point of View: Isolate product benefits and highlight these for the prospect.
- Failing to Take Pride in Your Work: Stand behind your product and your company with pride; talk frequently with others about what you do for a living.
- Trying to Convince, Rather than Convey: Demonstrate in a compelling way how your product or service can address relevant concerns. Do not apply “high pressure” sales tactics that ignore the needs of the client.
- Underestimating the Client’s Intelligence: Strive to act as a conveyor of information; work with the customer to identify problems and find workable solutions.
- Not Keeping Up to Date: Do not assume that, once a sale has closed, you need no longer attempt to learn about the problems of the customer.
- Rushing the Sale: Let the sales cycle progress at the pace that is most appropriate for the customer.
- Not Using “People Proof”: Build credibility by highlighting past successes with other customers.
- Humbling Yourself: Operate from the assumption that you bring to the table a specific set of skills and a level of product knowledge that the other person can benefit from. Work with the client as a partner, not a number.
- Being Fooled by Sure Things: Do not become distracted with sales on the horizon; this reduces your effectiveness in developing your customer base today.
- Taking Rejection Personally: Try to develop resilience and self-assurance when confronting rejection; remember that hearing a “no” answer is the only way to get to a “yes” answer.
- Not Assuming Responsibility: When faced with a “no” answer; consider asking the customer where you have gone wrong, or what mistakes you have made in their service.
- Underestimating the Importance of Prospecting: Develop good prospecting skills and work daily to find new customers.
- Focusing on Negatives: Approach obstacles from a positive frame of mind; avoid negative habits such as complaining and gossiping.
- Not Showing Competitive Spirit: Establish strong “battlefield strategies” that will help your “army” attain its objectives.
For more tips to grow your sales and build your business, go to miladypro.com.