When it comes to executing your sales process, things can be going along just swimmingly, with the close within reach … until a rookie-style blunder throws you off track.
Don’t let flubs trip you up; learn about which mistakes to avoid – and how to avoid them – below:
Being Unprepared for Calls or Meetings.
Without thoroughly researching your prospect ahead of time, you’re left with little information to go on once it’s time to meet or chat. And what customer would want to work with a company that seems indifferent when it comes to understanding the customer’s 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 a lot of information to share. But be cautious about how many details you pack into a meeting, or risk turning off your prospect.
How to sidestep this mistake: Identify what is most important to them 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’s likely to get old real fast if you won’t take the time to listen to what they’ve got to say.
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 useful sales tool … but customers will disengage quickly if you have too many slides. You can really 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 all together, especially early in the sales cycle. Turn the meeting into a conversation instead of a presentation! 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. But naming names when trying to prove how your product is best looks tacky at best and is a complete deal buster at worst.
How to sidestep this mistake: If you absolutely must, make comparisons to competitors in a vague, oblique manner. Better yet: Let your product or service stand on its own, and leave the competition out of it.
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 stronger sales organizations.