12 Sales Mistakes to Avoid
One of the best things about sales is that it is a skill. With some training and practice, almost anyone can improve their sales skills. Here are 12 mistakes people commonly make when it comes to sales.
- Thinking product instead of customer. Mediocre sales come from thinking, “I have a product I need to sell to this customer.” Superior sales come from thinking, “I have this customer and how can my product help him?”
- Trying to convince. You may convince someone to buy something once, but you will not earn a long-term customer by talking people into things. If you want to create a loyal customer, you work to inform, not coerce.
- Judging. When you first meet people, don’t pre-judge them by their dress or accent. They may turn out to be your best customers.
- Thinking the customer is dumb. Don’t think that you are smarter than the customer. They know their business better than you. If you take the time to listen, be humble, and learn, you will be better able to serve them, and, sell them in the process.
- Not being ready. Don’t underestimate your need to prepare. The more you know about to whom you are selling, the better equipped you will be to convey info, answer questions, and handle objections.
- Not qualifying a lead. You can waste a lot of time if you try and sell something to someone who really can’t afford, or does not need, what you are selling. Make sure the prospect has the money, sincere desire, ability, and the authority to purchase.
- Dealing with price before benefits. People don’t know whether the price you quoted is a fair one until they know what they are getting for that. By discussing benefits before price, you establish the value in the product and the price will make more sense.
- Not realizing that no sometimes really does mean no. Salespeople love to say that ‘no’ really means ‘maybe.’ Well, yes, but ‘no’ also can just mean no and you need to learn to decipher the difference
- Not asking for the sale. At some point you have to ask for the sale. Sure you risk getting a no at that point. But you also risk getting a yes. And at least you won’t waste time.