Numerous business owners admit that they find the sales process both challenging and perplexing, yet only a few have the courage to sign up for corporate sales training. As a result, most sales people are bound to commit these common mistakes and blunders that could have otherwise been prevented.
Too much talk. Most sales people think that they need to do all the talking when starting a relationship with a client, when it’s exactly the opposite that holds true. Sales teams need to keep an open ear and a sense of inquisitiveness, since the sales process is a conversation at its core.
Relying too much on sales “presentations”. You shouldn’t bombard a prospect on the reasons why they should trust your services. Instead, help them discover the reasons on their own.
Being overconfident. No matter how good your marketing strategies might be, the simple truth is that you can’t sell to everybody. Prospects will often go through a period of self-discovery before settling on a decision of whether to trust your business or not. People, in their nature, don’t like to be told on what they should do or buy.
Mind-reading. Some prospects are vague, so most sales people tend to “read minds” and jump to conclusions based on erroneous assumptions. Don’t hesitate to ask for clarity to get the facts from your prospect, and you’ll avoid losing the opportunity of doing business with them.
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