Sales Mistakes That can Kill a Deal
Every sales person has their strengths and weaknesses when working to close deals with prospective clients. Here are eight of the most common mistakes made by sales people that can turn into deal breakers.
- The sales person talks too much in the 30 second introduction. 70% of the conversation should be the prospect doing the talking and only 30% of the time is the sales person talking.
- Pitching products to prospective clients too early. Pitching should not be done in the 30 second introduction, this should occur in the second and third conversations with potential clients.
- Spending too much time with poor quality prospects. If your company isn’t compatible with them or if they aren’t compatible with you, don’t waste your time trying to make it work. Focus on those whom your company is compatible with right now.
- The sales person asks the wrong kind of questions and turns prospects off. Be careful not to bore or annoy the prospective client; keep your pitches simple and appropriately tailored for each meeting.
- The sales person does not create enough value for the prospect. Sales representatives must help prospective clients see the real economic value the product can have for them. It must either make, or save, them more money than they currently are.
- Sales person has no systematic process for selling. Benjamin Franklin once said, “By failing to prepare, you are preparing to fail”. Sales people who follow an establish recipe and process are more likely to achieve success than those who “wing it” or “shoot from the hip”.
- Allowing the prospect to drag the sales process out too long. Sales people who follow a process will always be assertive and hold prospects accountable to a time frame that is mutually agreed upon. Although priorities and needs change, that does not mean things should drag on. It is much better to close the prospects file and wish them well rather than wasting time chasing them for months.
- Sales person doesn’t differentiate their company enough from competitors. What makes you different? What makes your company more valuable to the prospective client than other businesses? If you have a hard time answering that question, so will the prospect. They will always default to price as the differentiator. When that happens, say good bye to profitability.
Take time to evaluate how you are doing with each of these eight areas. When you have evaluated yourself, make goals to improve the area(s) you are struggling with. This will help you to become a better sales representative as you find and work with prospective clients. For more helpful tips about how to become a better sales representative visit the Hansen Group Company website at www.HansenGroupCompany.com or call us directly at 208-346-1005.