4 Mistakes That Are Killing Your Sales Targets!
Mistakes are the greatest source of learning only when you decide not to repeat them. Not learning from the mistakes can cost you an irreversible damage. And when you are in sales, mistakes can cost you a fortune. You miss out on targets, lose customers, and stop receiving referrals and soon pipeline starts to dry.
In this article, I share with you the 4 mistakes sales professionals commit and how can we avoid them.
When the opportunity knocks only the prepared wins, yet many sales professionals commit the mistake of being unprepared. Whether you are making a phone call or a sales presentation, whether it’s a new customer or an old one, it’s critical that you prepare yourself well enough. You cannot just wing it.
When you are prepared you take time to know the customer, have all the relevant information, testimonials, samples and the list of questions that you are going to ask to take lead the sales conversation.
Unprepared sales conversation seldom leads to closure.
Make a checklist of all the information that you need and always review it before your next call or presentation. No matter how many times you’ve made a sales call or given the same presentation, always review your material ahead of time.
Remember the 5 Ps – Proper Preparation Prevents Poor Performance.
Unable to Lead The Sales Conversations:
The one who leads the conversations always has an edge. Often sales professionals let the conversation be led by the buyer. This leads to buyer dominating the whole process of selling and in the end negotiating harder. Another aspect is, when you do not lead the conversation, you end up spending too much time with suspects who have no plans of buying from you.
Leading a conversation involves you to ask relevant and tough questions. This ensures you gain an adequate edge over the prospect. Asking questions help you understand the needs of the prospect and addressing them with right solution. When you ask questions, you uncover specific problems the prospect is facing. It allows you to evaluate whether or not you can solve their problems. As you become aware of the problems, you are now in a position to sell your product well.
So, before your next sales conversation, prepare quality questions to lead the conversation. Questions create clarity and clarity is power. The one who has clarity is more powerful.
Not Saying “No”
Do you hate listening to “NO”? How about you say “NO” to your buyer?
As a sales professional, you crave listening to a “YES” and if someone says “NO” to you, you get disappointed and feel dejected. And that’s probably the reason you don’t like saying “NO”. Not saying “No” can be disastrous to your business.
What you must understand is not every customer is an ideal customer of your product or service. If you end up selling to a wrong customer only to close numbers, it can be draining. These customers demand more and trouble you beyond your imagination. These customers can drain your energy. They rob your energy and want more out of less. You find them raising concerns and find faults in everything. They keep you busy and are never satisfied with any resolution you offer. As a result you end up spending little time on finding more customers.
Sales professionals must identify such customers at an early stage and learn to tell them “NO”
Not playing as a Team
One of the rules to succeed in the game of selling is to understand that “Sales is a TEAM GAME”.
Most sales professionals play the game of sales alone. They refuse to support the fellow members and are only focused on their targets. They close the numbers and achieve their targets but end up creating an unhealthy work environment. It leads to de-motivation and less commitment among other members of the team. You find everyone blaming each other and soon attrition starts to kick-in.
When you play as a team you create an encouraging environment for others and your performance improves too. Everyone is ready to extend support and no target feels impossible.
As sales professionals, you must know that culture improves competence. Learn to play the game of sales as a team and create an empowering culture.