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Common Sales Mistakes to Avoid
Posted Apr 5, 2018
In sales, the saying goes ‘always be closing.’ Here are a few blunders to avoid for the sake of ‘ABC.’
Talking too much – It’s difficult to gather information or build relationships if your prospect never has a chance to speak. Be aware of your talk-to-listen ratio—the best sales reps talk less than their prospects during a sales call.
Being unprepared – Good salespeople are prepared for any question a prospect may ask through careful analysis of their company and its respective needs. Great salespeople anticipate potential objections ahead of time, enabling them to preemptively bring them up first to diffuse them.
Not respecting your prospect’s time – Just like you, your prospect’s time is valuable. Show up at the agreed-upon time, if not earlier. Don’t beat around the bush…get to the point. Finally, don’t overstay your welcome.
Being unprepared – Good salespeople are prepared for any question a prospect may ask through careful analysis of their company and its respective needs. Great salespeople anticipate potential objections ahead of time, enabling them to preemptively bring them up first to diffuse them.
Not respecting your prospect’s time – Just like you, your prospect’s time is valuable. Show up at the agreed-upon time, if not earlier. Don’t beat around the bush…get to the point. Finally, don’t overstay your welcome.
Neglecting to follow up promptly – Research shows successful sales transactions require a number of follow-ups after the initial pitch, making it essential to contact a prospect post-meeting. It’s also important to be prompt with your follow up, while you and your pitch are still fresh in their mind.
