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The competitive sales environment demands a total dedication to both the job and the sales profession. As the customer becomes more sophisticated and demanding, the most common sales mistakes listed below telegraph a distinct message to the customer - that you as a sales person are only interested in yourself and not in the needs and requirements of the customer.
The biggest fear many customers have is that the sales person will disappear after the sale, leaving them to deal with any problems.
These common sales mistakes undermine any trust and credibility which you may have established with the customer while fueling their fears about the consequences of their ultimate purchase.
These are mistakes made by either the novice sales person, who doesn’t know better or the sales person who doesn’t care. They create a distinct perception about the sales person, the company and the product. It is within the power and control of the sales person to manage and control perceptions to their advantage. To successfully do this, the following mistakes must be avoided.
Implications to the Sales Person
No salesperson can be successful making the same mistakes over and over again. Overall, the mistakes listed below indicate a lack of dedication and commitment to both the job and the customer. There is little wonder they actions result in the loss of the sale.
There is no reason for a sales person not to pay attention to the detail required to make the sale. A lack of preparation and the use of a generic presentation is simple laziness on the part of the sales person.
Successful selling takes time and preparation. However, the time and work invested in your craft will be compensated by the sales and commissions you generate.
The Application
Here is a list of the most common and most damaging mistakes you can make.
Lack of Preparation:
How many sales people walk into a prospect's office and wing it.
Try this instead:
a. Develop a working outline of the major points you wish to cover and the information you are planning to obtain.
b. Determine what the objective of the call is and how you plan to achieve it?
c. Determine what do you need to do to achieve your call objectives?
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