8 Common Blunders Sales People Should Avoid
The mistakes made by the sales people are easy to correct but hard to notice. To be a good sales person, you just have to avoid these common mistakes.
1. Talking more and selling less
This is the most common mistake that salespeople make. And when they talk too much, they generate very few customers. Not giving the chance to the prospects to speak makes them feel ignored and unheard.
Stick to the 80/20 rule. Listen to 80% of the time and talk only 20%. Asking questions is the answer. Ask them what problems they face keeping in mind your product. Just like a doctor asks you when you visit him/her.
2. Pushing instead of pulling
Desperation makes the customers run away. Salespersons sometimes end up in emphasizing their product more than it is required. No customer is interested in the qualities of a product but how it will help them.
Be casual with your selling techniques and act like you really don’t care to make the sale because your product is good, the person on the other end should be privileged to use it. Tell your prospect how your product will solve his/her problems.
3. Failing to uncover budget
Many salespeople avoid talking about money and this is one of the most common weaknesses that they have. The amount of money that the prospect sees investing to solve a problem determines whether a solution is feasible or not.
Knowing about the budget range saves everyone’s time. Create a professional rapport to ask for and get an honest budget amount. Comfortably talking about money is the key to solve this problem.
4. Answering every question in “Yes”
When a potential customer makes a request, you are naturally inclined to say yes. And once you say yes a few times, you’ll realize that you’re walking on a slippery slope because the customer will keep on making requests. It can result in making the customer demanding and walk all over you.
If a customer wants you to do something and it is profitable to you- Do it. If you find the request made by a prospect unreasonable, simply say no. This will result in having more happy customers. After all, it is the sales person’s responsibility to go out and get prospects to say yes.
5. “Trying” to make relationships
Making friends doesn’t necessarily make sales. It’s good to talk about a common interest for some time but the sales people lose sight of their goal by spending more than required time on discussing things that are not related to the product.
Do not waste time chit-chatting with your potential customers. You don’t have their attention forever so make sure you pass your message as quickly as possible
6. Presenting and not selling
When people are confused, they don’t become a customer. Salespeople, once filled with the product knowledge are eager to share the information. Unfortunately, the focus totally gets shifted on the product and not the consumer.
Pass your message in a way that is easy to understand. Don’t confuse by using a sophisticated language or technical words that your consumers may not understand. Only tell them what they need to know.
7. Assuming instead of asking
There are situations where the salespeople seem to have all solutions. They start asking questions and giving information that may not fit with where customers are at. To the customer, it feels like they are trying to ‘sell’ them, instead of helping them to buy.
You should ask questions “up-front” to ensure a complete understanding of the prospect’s perspective. Your first job is to understand your customer. Don’t assume that you know what is happening with the client’s business.
8. Failing to get commitment
Many great sales presentations are made to people who can’t say yes. Most salespeople spend time with ‘comfort people’ who are easier to get in front of, and to whom the salesperson is more comfortable talking. The true goal in acquiring a client is missed and they ultimately become free educators.
Salespeople must learn what motivates people to buy. They must learn to determine the prospect’s level of commitment before they begin to offer their solutions. Salespeople should always attempt to gain commitment in a way that is consistent with the objectives of the meeting.
If you can avoid these mistakes, you’ll start to close more deals and make more money. Don’t focus on trying to become a great salesperson, just avoid the common pitfalls. All sellers need to keep in mind this old saying: “People don’t buy products or services; they buy solutions to their problems!”