In sales, mistakes can have a direct negative impact on revenue. However, if your team is making these mistakes, the silver lining is that you can learn from them. By learning from mistakes, sales teams can grow stronger and achieve more.
So, what are some of the most common and easily avoided sales mistakes?
1. Winging It
Going into a meeting with a potential client unprepared or without a backup plan is a recipe for disaster. No matter how many sales meetings you’ve aced, each client deserves special attention from someone who has done their homework. If you don’t know your client well, do some research on them and be prepared to ask questions as well as listen. If your client is a repeat client, set a personal goal to ensure that they remain happy with your services. If they are a new client, prioritize earning their trust. Whoever it is, be ready!
2. Delayed Communication
Sometimes a client may tell you that they will be interested in discussing your product or services in a few months. Make a note to contact them when it’s time. In fact, reach out before they forget who you are. Following up within a reasonable amount of time is key to making a sale.
3. Ignoring an Important Question
Many people in sales get so caught up in pitching their product or services that they forget to answer every client’s number one question—“What’s in it for me?” Whether your product solves a problem, improves life, or boosts income, remember to look at things from your client’s perspective. Ensure that your story addresses the most important question in your sales meeting—“How you or your product can meet your clients most important need!”