Companies look forward to hiring reps who can reach the ultimate goal easily. So, their main aim is to bring customers’ needs and the company’s desired solutions closer. But every now and then, a rep is bound to fail. And then, the desired results move further away from the firm. So beware – learn about the most common sales mistakes and how to avoid them with ease!
A bond between your company and customers must be strong. And salespeople are responsible for solidifying that link and taking good care of the buyers. So pay close attention to this simple guide, take notes, and get ready for a more successful future!
Sales is the key to a successful future
Who do you think plays a pivotal role in the company’s success? That’s right, we’re talking about salespeople. And if your reps have the right sets of skills and traits + are keen on pursuing the ultimate goal, you’re on route to hit the jackpot.
Now, why is their work crucial? Here’s a list of key aspects a salesperson must know how to handle:
- Expanding a client base and engaging potential buyers,
- Attracting returning customers and increasing their loyalty (and retention),
- Solving customers’ problems smoothly and quickly,
- Contributing to overall business success and growth.
Let’s take a good look at the facts of today’s lives and jobs: every single person is actually trying to sell something. The precise objective and the means can vary. Also, some are selling products, while others focus on services. But still, the truth is – the entire market revolves around it. That being said, it’s clear that the power of sales can’t be underestimated or remain unused. And top sales mistakes people make must be eliminated for good.
5 common sales mistakes to avoid at all costs & simple tips to close the deal
So, why do salesmen fail? Here’s one very common reason: a salesperson should learn to listen more and speak less. In fact, they should be talking 43% of the time, tops! That way, the service will feel more reliable and less pushy. Plus, it leaves a customer under the impression that their opinions and questions are heard and valued. Unfortunately, many are prone to making a stupid error of overselling. Now, what else is there? Let’s talk about the top five sales mistakes you can actually bypass quite easily.
Failing to target the right people
Selling people something they don’t really need or care for is a typical sales mistake even the experienced reps tend to make. What happens here? Well, in this case – your product is just useless. If they choose to make a purchase after all, the buyer’s remorse will kick in. And that has a devastating impact on the brand value and overall reputation. Customer profiling and knowing how to target the right crowd is the remedy for this familiar hardship.
Pouring a massive amount of info at once
As we said, the customer is the one who should be doing most of the talking. Now, a rep must offer them valuable information and insights. It’s always smart to name a few perks & benefits as well. Because just going through the features is not enough. But it’s also necessary to dose the new info. Don’t just start pouring knowledge and inputs until you smother the buyer. Try to structure your call effectively before you engage in the process. Have a clear goal in mind before any convo and sales effort. And lastly, don’t brag too much, especially if you can’t make a comparison with other market players.
Money talk at the very beginning
It’s good to be honest, transparent, and mention the pricing early. That way, you’ll save yourself lots of time and also show that you appreciate the customer’s time as well. However, does it really need to pop up immediately after you establish a connection? Here’s an extra tip to avoid mistakes sales reps make far too often: learn to be patient. Let the call lead spontaneously to the point that either a potential buyer asks for the price or providing this insight comes naturally.
Not offering a personalized solution
Each buyer is unique. Surely, they do fall under certain categories, but still, their necessities and goals can vary by a lot! It doesn’t matter if you’re handling customers’ complaints or striving to attract a new purchaser, your approach must be customized. So, do lots of research, know what your customer really wants and needs, and go for it. Keep their actual interest and necessities in mind the whole time.
Losing the word game
Asking too many questions is a major no-no. On the other hand, not asking enough and lacking some valuable information and feedback is also a massive error. Finally, here’s the third pillar of unavoidable failure: asking irrelevant questions. Focus on the importance first. Then, deal with the number and duration of the inquiry. Studies show that the most successful salespeople ask between 10 and 14 questions per one call. Keep this fact in the back of your mind, but never rely on it alone.
Also, here’s an extra piece of advice you must take in order to avoid making sales mistakes related to the impressions based on the speech: choose your words wisely. So, number one – don’t use filler words. They annoy the heck out of a buyer and bring no true meaning. Next, make sure not to use sales-killing words like a contract, payment, competitor, etc.
Sales stats to learn & boost your tactics (and dodge some typical missteps)
Following the new sales trends is simply a must. That means embracing technology and remote work (and everything else), being open to innovation, offering multi-channel service, and more. But there are a few more tested remedies to drive impressive sales outcomes. So, here’s a bonus tip: If you need to refresh your approach, crush the obstacles, and create a better strategy, look at the stats. According to the data collected over the year behind us, here’s what you should know:
- Email is 40 times more effective than Twitter + Facebook,
- It also brings a 2x higher ROI than cold calling,
- Almost one-half of email recipients choose whether to open emails (or label them as spam) based on the subject line alone.
And how long before a rep gets discouraged? Most of them said that they’d give up after four negative answers. But here’s a fact – potential customers are likely to agree after the fourth time they decline an offer. And also – 80% of sales require 5 follow-up calls. So you better make sure they’re all efficient and persuasive!
What do the most successful salespeople do? (Spoiler: it’s super easy!)
Awesome reps just know that they’re awesome. But they don’t let themselves become driven by ego. They do their best work while taking pride in it and adding a special ingredient – modesty. And here’s what their daily routines must incorporate:
- Dodging everything that breaks their focus and blocking distractions,
- Knowing how to prioritize and organize their time,
- Planning, scheduling, and being consistent about the duties and responsibilities,
- Building up their pipeline non-stop,
- Not letting failure get in the way of their goals and proceeding forward with a go-getting mindset and eyes on the prize,
- Setting personal goals, taking excellent care of their health, and coming up with routines that suit them and keep them motivated.
Finally, a successful salesperson knows all about their strengths and weaknesses. And they focus on one gap or shortcoming at a time. They do the same with their aims. That way, they amplify their knowledge, boost their skills and confidence, get the best results – and avoid burnout.
Key skills to gain & boost: What are 10 qualities of a great salesman?
So, what is one of the most common mistakes salespeople make? It’s certainly not trying hard enough to refresh their skills and work on their qualities. A super successful salesperson must gain or refine these traits & take these actions:
- Showing empathy and genuine care about the customers’ interests,
- Having confidence and the ability to cope with difficulties,
- Building a persuasive attitude boosted by being subtle enough,
- Acquiring the capability to multitask and do well in multiple fields,
- Listening actively and truly understanding what the customer is about,
- Knowing to recognize the different types of customers and to adjust to match their needs and requirements,
- Having vast company knowledge and industry knowledge (that’s being regularly improved),
- Being clever, resourceful, and up for any challenge,
- Staying optimistic and upbeat, communicating well, and sharing a positive view with clients, buyers, and colleagues,
- Developing a broad worldview and cultural understanding.
Finally, to do the best possible work, a salesperson has to be sharp, curious, and up to date. They know the importance of meticulous market research, and they always have an idea of how the most outstanding businesses are operating. They embrace new tendencies, try out approaches, and know how to sense the subtle hints and changes in a snap.
Use this guide on the common sales mistakes and how to avoid them
Most sales mistakes are actually ridiculously easy to avoid. Just follow this guide. Crush the common obstacles and make sure to refine your knowledge in order to escape all negative scenarios, backlash, and unsatisfied customers in the long run. Take it from us – it’s definitely worth it!
And if you’re looking for an expert team to change the game for you, find your reliable BPO partner right here & now.