Making sales as a” hobby” is a key to achieve an ultimate closure.There’s always a huge difference in Concept selling and Product selling, one should understand that and to focus on revenue to start flowing to the kitty.
I had started with mistakes only and learning a lot through. Here are the most common sales mistakes generally committed by new sleeves in the market (particularly common among start-ups) but even the most seasoned entrepreneurs can fall victim to them. My journey from Sales executive to AVP – Sales has witnessed the trend, so I take this opportunity to share my learning, in the hope that you may avoid the pitfalls.
# Giving a remote control in others’ hand
Allowing a prospect to lead the sales process. The best way to control the sales interaction is to ask questions. This is also the best way to learn whether your product or service meets the needs of your prospect. Quality questions that uncover specific issues, problems, or corporate objectives are essential in helping you establish yourself as an expert.
# Clueless approach
Not completing pre-meeting research. After several weeks of voice mail I finally connected with my prospect and scheduled a meeting. Unfortunately, I entered the meeting without first researching the company and competition. Instead of presenting a solution to an existing problem, I spent the entire meeting learning fundamental information, which to senior executives, was a complete waste of their time. This approach is one of most common sales mistakes.
Invest the time learning about your prospect before you call them and before you plan to schedule a meeting.
# Unlimited words:
Talking too much. Too many sales people talk too much during the sales interaction. They espouse about their product, its features, their service and so on. When I first bought carpet for my home I recall speaking to a sales person who told me how long he had been in the business, how smart he was, how good his carpets were, etc.
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But this dialogue did nothing to convince me that I should buy from him. Instead, I left the store thinking that he did not care about my specific needs.
A friend of mine is in the advertising business and often talks to prospects who initially request a quote. Instead of talking at great length about the ad agency’s experience and qualifications, he gets the potential client talking about their business. By doing this he is able to determine the most effective strategy for that prospect.
# Aim-less firing
Giving the prospect irrelevant information. When I worked in the corporate world I was subjected to countless presentations where the sales person shared information that was completely meaningless to me. I don’t care about your financial backing or who your clients are. Make the most of your presentation by telling me how I will benefit from your product or service until I know how your product or service relates to my specific situation.
# Arm-less approach
In sales I believe, knowledge works as our clothes which covers our body, not being prepared with appropriate/relevant updates is nude appearance. I remember about my team,meeting a prospect,that too completely unprepared, when they met. Instead of asking him a series of qualifying questions he simply responded to the prospects’ questions, allowing him to control the call. Unfortunately, he didn’t progress any further than that initial call.
When we make a cold call or attend a meeting with a prospect it is critical that you are prepared. This means having all relevant information at our fingertips including a list of questions you need to ask. I suggest creating a checklist of the vital information you will need and reviewing this list before you make your call.
You have exactly one opportunity to make a great first impression and you will not make it if you are not prepared.
# One-sided commitments
I am noticing this continuously and experiencing also, If you sell a product or service, you have the obligation to ask the customer for a commitment, not you only to be obliged to fulfil the commitment from our side, particularly if you have invested time assessing their needs and know that your product or service will solve a problem. Many people are concerned with coming across as pushy but as long as you ask for the sale in a non-threatening, confident manner, people will usually respond favourably.
# Wrong Target
Failing to plan for potential leads. This is one of the most common mistakes independent business make. When business is good many people stop prospecting, thinking that the flow of business will continue. However, the most successful sales people prospect all the time. They schedule prospecting time in their agenda every week.
Even the most seasoned sales professional makes mistakes from time to time. Avoid these blunders and increase the likelihood of creating potential pipeline for closing the sale.
Let’s restart the engine guys and hit the market with sharp spear…let’s make and leave a mark on the field…