If you want to close a sale your chances increase by avoiding common sales errors. Even if you have the best product and service around, and the best sales presentation to go along with it, sales errors can bust a sale before you realize what happened. Although some sales errors are more typical to sales neophytes than seasoned veterans, all sales people can learn new methods and improve their game.
Selling is an art and a process as well as the product or service being promoted. In order to equip yourself with the right sales tools for the job, setting aside the erroneous sales tools and techniques that don't get the job done can help improve your game and allow your inner sales person shine through. 7 of these sales errors are listed and illustrated below:
Selling is an art and a process as well as the product or service being promoted. In order to equip yourself with the right sales tools for the job, setting aside the erroneous sales tools and techniques that don't get the job done can help improve your game and allow your inner sales person shine through. 7 of these sales errors are listed and illustrated below:
1. Picking the wrong product
There are plenty of products and services to sell and picking the wrong one can mean failure for a sales operation. A good product or service will 1. be in demand, 2. appeal to the people your promotion is aimed at, and 3. have a good record of making sales when the right sales methodology is used. Selling the right product is the first step to making decent sales.
2. Lack of knowledge
Not knowing about what your selling can really botch up a sale if your interested buyers rely on information to make their decisions. Not all products and services require the same amount of knowledge, but knowing about what you're selling is necessary to accurately and effectively portraying and presenting what you're selling as worthwhile.
3. Inhibited sales technique
Inhibition and self-doubt are terrible traits to have in sales. Customers and potential customers will see you as a reflection of your product which means being inhibited and doubtful can make them wonder 1) if the product or service is any good and 2) why you're not confident in the product or service. Believing in what you're selling is paramount to inspiring belief in others. The more of your own product you own, and the more people you know who also own the product or have used the service and are happy with it, the more likely those who haven't will be interested.
4. Being too slow
Giving a lead too much time to think can be a bad thing, rushing them isn't always good either. Knowing how much pressure to apply during a sale is vital to getting the sale completed and moving on to a new lead. This involves being able to 'read' your lead or apply a sales method that is productive and well liked by leads. Additionally, initiating contact and creating a pleasant sales atmosphere in which the client or potential client can feel comfortable learning about a product, is useful in allowing them to become interested.
5. Not knowing your lead
Your lead is your client regardless of if they buy or not; not knowing them is like selling oranges to an apple tree. Take the time to get to know your lead and understand exactly what you're looking for so you can save yourself and the lead time. Knowing about who you're selling to can also help you understand what sales techniques they're more likely to respond to. Some prefer emotional sales, whereas others prefer factual. Still more might expect you to meet certain levels of performance or a combination of all three.
6. Over selling
Over selling is a turn off, its easy to be enthusiastic and vigilant at presenting something, but over selling can come across as desperate, insensitive and aggressive. Even passive leads can recognize over selling when they see it. You want your lead to be interested in the product and not distracted by your personality. A friendly, honest, helpful and informative character can help build brand for your company and is often appreciated by leads and customers alike.
7. Poor negotiation and/or sales technique
Negotiating is a very important skill in some sales. Products or services that have negotiable prices and competitors require strong negotiation skills and innovative techniques. To put your product ahead of another involves helping your customer realize they need what they're buying, and why it is a good deal and beneficial to them. An array of information, technique, experience and know how is helpful in implementing and matching the right negotiation and technique with the right client.
Inhibition and self-doubt are terrible traits to have in sales. Customers and potential customers will see you as a reflection of your product which means being inhibited and doubtful can make them wonder 1) if the product or service is any good and 2) why you're not confident in the product or service. Believing in what you're selling is paramount to inspiring belief in others. The more of your own product you own, and the more people you know who also own the product or have used the service and are happy with it, the more likely those who haven't will be interested.
4. Being too slow
Giving a lead too much time to think can be a bad thing, rushing them isn't always good either. Knowing how much pressure to apply during a sale is vital to getting the sale completed and moving on to a new lead. This involves being able to 'read' your lead or apply a sales method that is productive and well liked by leads. Additionally, initiating contact and creating a pleasant sales atmosphere in which the client or potential client can feel comfortable learning about a product, is useful in allowing them to become interested.
5. Not knowing your lead
Your lead is your client regardless of if they buy or not; not knowing them is like selling oranges to an apple tree. Take the time to get to know your lead and understand exactly what you're looking for so you can save yourself and the lead time. Knowing about who you're selling to can also help you understand what sales techniques they're more likely to respond to. Some prefer emotional sales, whereas others prefer factual. Still more might expect you to meet certain levels of performance or a combination of all three.
6. Over selling
Over selling is a turn off, its easy to be enthusiastic and vigilant at presenting something, but over selling can come across as desperate, insensitive and aggressive. Even passive leads can recognize over selling when they see it. You want your lead to be interested in the product and not distracted by your personality. A friendly, honest, helpful and informative character can help build brand for your company and is often appreciated by leads and customers alike.
7. Poor negotiation and/or sales technique
Negotiating is a very important skill in some sales. Products or services that have negotiable prices and competitors require strong negotiation skills and innovative techniques. To put your product ahead of another involves helping your customer realize they need what they're buying, and why it is a good deal and beneficial to them. An array of information, technique, experience and know how is helpful in implementing and matching the right negotiation and technique with the right client.
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