10 Fatal Errors Salespeople Make And How To Avoid Them

10 Fatal Errors Salespeople Make And How To Avoid Them

A recent Harvard study reaffirmed that it is the companies with a strong and competent sales force that actually manage to grow consistently over a long period of time. In fact, the sales force is most directly responsible for the revenue that comes in. Despite this obvious fact, the effort put into sales training by an average company is not up to the mark. Top 10 Ways to Sell the Hard Way (Or, 10 Tips on How Not to Sell!) Selling is intrinsically difficult, but there are ways in which a salesperson can actually make it a lot more complicated for him - and in some cases, impossible - to make a sale. Here are the top reasons why this happens and how best to avoid them: 1. Lack of trust - Your body language, tone of voice, and general approach do not inspire confidence in the prospect. 2. Low product knowledge - A prospect has every right to ask all sorts of questions, and so the salesperson is expected to have inside-out knowledge about the product. 3. No goals - Selling stops happening when you do not set financial goals for yourself. Make sure you have a big enough reason to keep on selling. 4. Talking too much - Sale can be conducted well by listening to the customer and trying to show him how the product will solve his problems. 5. One-track approach - Incorporate aspects your personality into the sales presentations. Mix business deals with funny quotes or jokes; otherwise, it gets too boring. 6. Weak pitch - The sales pitch is what catches attention. No amount of care and effort put into it is ever enough. 7. No information - Do not persuade or plead. Offer meaningful information to the prospects and they will get persuaded on their own. 8. No follow-up - No matter how the sales meeting goes, it is your duty to enthusiastically follow up on every lead you generated. 9. Not closing - Do not relax just because the presentation is going well. A deal is not closed until the payment has been secured. 10. Not knowing the customer - Do as much preliminary research as possible on your customers: who are they, what they think like, and what they want. Fundamental as these points are, they are too often skipped by the sales team, resulting in losing a considerable amount of revenue. To stay competitive, make sure that your sales team is not making these mistakes.

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