Have you ever wondered what sets the best salespeople apart while others struggle to make it?
It is just as important knowing the most important things salespeople should do to be successful as well as what they shouldn’t do. Sometimes salespeople develop habits that prevent them from being successful.
I’m going to share with you six things sales professionals should never do when trying to make a sale.
If you can avoid these sales mistakes, you will be on your way to becoming a leader in your field and enjoying the wealth that comes with it.
1. Allow a prospect to lead the sales process
The best way to control a sales interaction and take the lead in the sales process is to ask questions.
Asking quality questions can uncover specific issues and allow you to evaluate whether or not your product can solve the specific problem your prospect is facing. This is also the best way to discover your prospect’s needs and values and establish yourself as an expert.
2. Neglect pre-meeting research
If you are fortunate enough to get a meeting with an important prospect that you are hoping to sell to, you better have done your research.
I, unfortunately, learned this lesson the hard way. I remember a specific situation in which I had finally connected with a prospect that I had been trying to get ahold of for quite some time, and I set up a meeting. However, I didn’t take the time to research the company before I sat down with them, and spent the vast majority of the meeting learning fundamental basics about the company, instead of presenting a solution that my product would solve.
Needless to say, I did not successfully close that sale and I also never neglected to do my research ahead of time again. Invest time in learning about your prospect before you call them and set up a meeting, and you’ll have much better chance of getting to your objective.
3. Talk too much during the sales interaction
Too many salespeople will get into a conversation and talk way too much about their expertise, their product, its features, their service and so on. This dialogue does absolutely nothing to convince a prospect that they should buy from you, and instead, makes them think that you don’t care about their needs.