We are all salespeople in our own capacities. You may be selling goods, services or ideas! Personally, I am a part-time marketer who sells goods such as perfumes, beauty products, human hair and services such as Virtual Assistant services. I understand what sales jobs entail due to my experience.
Sales and Marketing is a very demanding and challenging job, mainly because you have targets to meet. It comes with the challenge of constant rejections. If you get blown off by a prospective client, regain your composure and pursue the next lead. Keep moving forward, your best experiences are ahead of you.
As a salesperson, you need to be good with information on your product, and have strong presentation, persuasion and negotiation skills if you want to survive in this challenging field.
Let’s just say not everyone is cut out for selling.
Selling is an Art. One simple mistake can break an offer and cost you dearly. It takes a huge effort to get a potential buyer so one is best advised to be careful with his or her presentation.
Let’s explore these 8 mistakes that set us back in this field:
- Ignoring the Importance of Preparation
Preparation of a presentation entails doing some homework about the prospective client before the meeting. An inability to know about the origin and history of the prospect’s business reflects poorly on the salesperson, and sends out a notion that you are only concern in closing the deal. As a salesperson, it is advisable to put in the effort to know about the prospect and their interests.
- Not Building Rapport with the Client
Sales people often make the mistake of forgetting how important rapport building is in the sales domain. They talk endlessly about their product, without getting to know the prospect. Research found that people tend to transact with someone with whom they have some level of familiarity. There is no hard and fast rule about how much rapport-building a salesperson should do with a prospect. Thereafter, it is only prudent to come to the point and talk about business.
- Showing a Sense of Desperation to Close the Deal
It has often been observed that sales people are quite enthusiastic about closing a deal. Well, that is good but they need to be careful that this enthusiasm doesn’t look like a desperate attempt to sell at all costs. Many sales gurus lay emphasis on creating a deadline around a deal, but it has to be done without giving the prospect an impression that your life depends on it. If a prospect is not interested in buying your product or services, there is no point in pursuing them relentlessly. Do the honorable thing; let them be.
- Dishing out Irrelevant Information
Salespeople often make the mistake of giving unnecessary details to their prospects. As a result, the prospective client gets an overdose of irrelevant information, and that can leave him or her confused and frustrated. Instead, the salesperson should ask clients about their specific needs. That will ensure that the sales person doesn’t provide unnecessary and vague details that the prospect can’t relate to. Salespeople need to learn the art of listening to their prospects, before going on and on about how the product or service they are pitching.
- Failing to Follow Up
Some sales people often forget to follow up on their prospects. Although the sales job is really demanding as you have to keep track of numerous leads and prospects, nothing is more important than delivering on what you have promised to a prospective client. Failure to follow up may not only lead to a loss of sale, but it also reflects poorly upon you as a professional. If the word goes out that you fail to honor your commitment, not many prospects will want to even have a discussion with you in future.
- Not Scrutinizing the Leads Properly
Salespersons also make the mistake of putting in their hard effort in enticing someone who doesn’t qualify as a potential client. One may get a list of leads, but it is not necessary that every phone number on that list needs to be called. Amateur salespeople end up spending a considerable amount of time with a person who doesn’t really need or can’t afford the offer in the first place. Therefore, it is very important to screen the prospective clients properly before scheduling a meeting with them.
- Pitching Too Soon
Many people believe that the sales pitch is the most important part of the whole act. A pitch, like a climax, works best when there is a substantial build up to it. When you ask relevant questions and engage the prospect in the discussion, while providing him an insight on how your product is best suited to their needs, they becomes curious to know what you have in store. Your pitch then becomes as important for the prospect as it is for you. However, if you make the pitch without making the prospect a part of the discussion, you run the risk of an outright rejection!
- Talking the Prospect Out of a Deal!
After you have closed the deal, all you should possibly look to do is to thank the customer for his or her time and patience. Talking about the deal should be avoided unless the prospect asks you about it.
These were some common mistakes made by both new and experienced salespeople. Who doesn’t make mistakes when starting out? I have made these mistakes in the past.
Life is a learning curve. Nevertheless, we should all learn from our mistakes and not keep on repeating them.
Have you had any experience with sales gone wrong?