Now there
may be more… many more… but i’m trying to keep this list to just 10! Not
an easy task
These are
the biggest and most common mistakes a sales person can make:
1. Not
being prepared before the presentation. Now don’t get me wrong, I’ve had to “wing it” a
couple of times and had it work out well, but the professionals know what
they’re doing and that’s why they do it so well. So get prepared before
the call/meeting/presentation, and you’ll consistantly do well.
2.
Presentation. Seriously, presentation makes up so much of your
communication. Look the
part. If you’re selling to tradies, it’s worth dressing like a tradie so
you look like you know what you’re talking about. People can relate to
you that way. If you’re selling to people who wear suits, then wear a
suit. Go out and get the same brand too! At the very least, keep
yourself looking neat and tidy, and also the place where you work and present
to your clients. Presentation is everything and can make or break the
deal even before you’ve considered the products.
3.
Knowing your products/services. This is something that’s a big issue for sales
people these days. Product development and technical specifications are
hard to keep up with but it’ll make or break you. Specialise if you need
to, but if you don’t know what you’re selling, you’ll lose the deal.
4. Asking
the wrong questions. Communication
is what selling’s all about. And selling’s all about finding out what
your customer needs. Ask the right (and sometimes the tough) questions,
and you’ll get the answers you need to move forward.
5. Not
Listening. Similar to not asking the right questions. Make sure when the customer’s
talking, you shut up. Don’t think about what you’re going to say
next. Pay attention to what’s being said, verbally, and with their body
language. You’ll learn what you need to know in order to make the
deal. You’ll find what really drives the decisions in your client.
And you’ll know what sales techniques to use to get the best results in each
situation.
6. Not
keeping your promises. If you make an arrangement to contact a client on a particular day, then
do it. If you promise delivery on a particular day, then deliver.
If you promised to take your clients kids to the park once a week for a month
so your client can go to the football with his mates if you get the deal… then
do it! You’ll keep your clients for longer, and you’ll be known as the guy
who comes through when you need him. A worthy reputation.
7. Not
having any sales goals. Goals are like directions. How will you know where to go if you
don’t know where you’re heading? It’s simple: People who set goals tend
to achieve them. Those who don’t, don’t. Set some goals today, and
track your progress. Even if you don’t achieve them the first time, at
least you’ll know where you’re going!
8. Not
paying attention to the customer. Like listening, it’s important to notice the little
things. Become sensory aware and use all the info you’ve got to figure
out exactly what makes this client tick. Look for reactions, and emotions
etc. Until you start paying attention you’ll be missing what’s really
going on around you.
9. Lack
of congruence. If you
don’t believe what you’re saying, and show that you mean it… neither will your
client. You’ve got to mean it. Sales people have a reputation for
being dishonest already. Become an example of someone who really means
what they say and do in all areas of your life. You’ll earn respect, and
become trustworthy. People will buy from you.
10.
Just not giving a damn. If you get paid by the hour, and you’re going to be paid anyway, there’s
a good chance you’ve done this before. It’s easy to say “Well, I’m
getting paid if this joker buys this or not.” But you’re selling yourself
(and your company) short. Go the extra mile and do your best to look
after the people you meet. If you really don’t like your job, then get
into something else. Seriously, you’re wasting everyone’s time and money.
That’s
it. That’s what not to do when selling. Now, do the
opposite.