Top 10 Sales Mistakes

T3C_Top10Allbusiness.com had a great post today that had to be shared.

Not like¬† were a bunch of salesmen, but you’ve gotta love when you read something and you know that you should be paying attention. If you’ve ever read books like “How To Win Friends and Influence People”, and “Sell Anything to Anybody”, there’s really not a whole lot of science to it. Actually it’s more common sense than anything else.

So take a deep breath and try to read all 10, remember at least 5, and try to use two during your next conversation. Have to admit, that everyone’s always sellin’ somithin’!

  1. Going off topic: Some salespeople overdo the need for a “relationship” with excessive chatter. Others continue to talk about the product or service but spend an inordinate amount of time on irrelevant information. While you do want to build a relationship and make your customer comfortable, the goal is to make the sale. If the sale is the topic, don’t veer too far off on tangents.
  2. Not researching your customer: If you are trying to sell to a specific client at a meeting, you need to know what he or she is all about. Do some research before the sales meeting and get a good idea of the prospect’s likes, dislikes, interests, and manner of doing business. The same holds true for consumers. Get to know who makes up your target audience.
  3. Judging books by their covers: Salespeople routinely miss sales because they prejudge their customers. Do not let race, creed, gender, ethnicity, or appearance stand in the way of making a sale.
  4. Not following up on leads: Just because someone does not buy immediately does not mean he or she will not be interested later, particularly if he or she requested information. Follow-up is a critical aspect of sales that is often neglected.
  5. Failing to prospect for new customers: Even when sales are at their peak, you need to devote time to looking for more customers. No company can survive without a constant influx of new customers, so no business can afford not to prospect for them.

  6. Going off topic: Some salespeople overdo the need for a “relationship” with excessive chatter. Others continue to talk about the product or service but spend an inordinate amount of time on irrelevant information. While you do want to build a relationship and make your customer comfortable, the goal is to make the sale. If the sale is the topic, don’t veer too far off on tangents.
  7. Not researching your customer: If you are trying to sell to a specific client at a meeting, you need to know what he or she is all about. Do some research before the sales meeting and get a good idea of the prospect’s likes, dislikes, interests, and manner of doing business. The same holds true for consumers. Get to know who makes up your target audience.
  8. Judging books by their covers: Salespeople routinely miss sales because they prejudge their customers. Do not let race, creed, gender, ethnicity, or appearance stand in the way of making a sale.
  9. Not following up on leads: Just because someone does not buy immediately does not mean he or she will not be interested later, particularly if he or she requested information. Follow-up is a critical aspect of sales that is often neglected.
  10. Failing to prospect for new customers: Even when sales are at their peak, you need to devote time to looking for more customers. No company can survive without a constant influx of new customers, so no business can afford not to prospect for them.

Also take a look at the DnB Idea Exchange – it’s a nice online tool.

http://ideaexchange.allbusiness.com/ab/index.aspx?bdls=18590

 

This article can be found at:

http://www.allbusiness.com/sales/selling-techniques/3971-1.html

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