Sales is a tough field. Being in sales requires time, energy, perseverance and a certain finesse that few people possess. On the flip side, it can be incredibly rewarding. At Verde Martin, we love sales. It’s what our business is all about. We got to thinking about why sales can be a difficult field and brainstormed five common mistakes salespeople make. Here they are in this Wednesday Sales Blog.
1. Being Unprepared
We cannot stress enough how important it is to be prepared. Do your research. Know your business and its products or services. In addition, know who you are trying to sell to. Look into your prospective customer. Even if that’s doing a quick LinkedIn search before you meet with them. Being prepared is key to being successful in sales.
2. TMI – Too Much Information
You are the expert in your business. Therefore, you know a lot about the product or service you are trying to sell. However, less is oftentimes more. Stick to the key points and main facts. Don’t weigh your prospective client down with useless information they will later have to sift through and make sense of. Make your message clean, concise and easy to process.
3. Not Listening
It is important to really hear what your customer is saying. What does he or she want? Careful listening helps clarify your customer’s expectations, saves you time, and helps you provide better service for your client.
4. Failing To Differentiate
What makes you stand out from the competition? Why should the customer choose your business over another? Failing to differentiate your company or service is a key mistake in sales. What is your competitive advantage: Low price, incredible customer service, a certain feature of your product or service? Whatever the case, make sure to avoid this common sales mistake and differentiate yourself from the competition.
5. Not Valuing the Customer
We’ve said it before and we’ll say it again: Your customers are the lifeblood of your business. Without them, you wouldn’t have a job. One of the main mistakes salespeople make is not valuing their clients. Customer service is key to the success of your company. Hold your customers in high regard and you will be one step closer to being successful in sales.
Working to avoid these five mistakes will help you improve your customer interactions, business and sales! In addition, check out this video detailing ten mistakes salespeople make during an appointment.