When it comes to executing your sales process, things can be going along swimmingly, with the close within reach … until a rookie-style blunder throws you off track.
Don’t let flubs trip you up; learn which mistakes to avoid – and how to prevent them:
BEING UNPREPARED FOR CALLS OR MEETINGS.
Without thoroughly researching your prospect ahead of time, you cannot lead the conversation confidently without understanding the customer’s needs. And what customers would want to work with a company that seems indifferent about their essential needs.
How to sidestep this mistake:
Thoroughly research your prospect ahead of time, gathering information on their target customer, their industry, their competition, etc.
PROVIDING TOO MUCH INFORMATION.
Yes, your solution is complex, and you have much information to share. But be cautious about how many details you pack into a meeting for the risk of turning off your prospect.
How to sidestep this mistake:
Identify what is most important to their business and focus only on those things! Distill your pitch down to the essentials. Give your prospects the nitty-gritty details only when they ask for them.
FAILING TO LISTEN.
The customer gets it: You’ve got something to sell. They’re willing to listen to your side of the story, but it gets old fast if you don’t take the time to listen.
How to sidestep this mistake:
Active listening is one of the most critical sales skills to master. Consciously take the time to ask, “What are your top challenges?” and “How will solving these things improve your business?” Then shut up and listen!
USING POWERPOINT AS A CRUTCH.
PowerPoint can be a valuable sales tool … but customers will disengage if you have too many slides. You can stumble and lose credibility if you’re too reliant on technology and then run into technical difficulties during the presentation.
How to sidestep this mistake:
Avoid PowerPoint altogether, especially early in the sales cycle. Instead, turn the meeting into a conversation! Use the whiteboard … ask questions, tell stories … and practice, practice, practice.
BAD-MOUTHING THE COMPETITION.
Sure, you think your product is superior to the competition. However, belittling the competitor is tacky at best and could become a deal-breaker at worst.
How to sidestep this mistake:
If you absolutely must, compare to competitors in a vague, oblique manner. You are better off allowing your product or service to shine and leave the competition out of it.
Are you curious about other sales mistakes to avoid or good sales habits to embrace? Contact us today if you’d like to discuss how we’ve helped other companies build more substantial sales organizations.
Sales Management Sales MessagingBest PracticeProspectingSalesSales MeetingsSales Process
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