4 Mistakes to Avoid and Win Big in Sales
Ask any successful sales professional, and they will say, “Mistakes are their greatest source of learning, and those who decide not to repeat them build their legacy.”
The truth is, that the biggest mistake people make is not learning from their mistakes. Often, not learning from mistakes can cause irreversible damage. In sales, such a mistake can cost you a fortune. You might miss your targets, and lose customers, and your pipeline might dry up quickly if you don’t learn from your mistakes.
A wise man once said, “It’s not how we make mistakes, but how we correct them that defines us.”
In this article, we are going to discuss 4 common mistakes sales professionals make and how you can overcome them.
#1. Being Unprepared
When opportunity knocks, only the prepared win—yet many sales professionals make the mistake of being unprepared. Whether you’re making a phone call or a sales presentation, whether it’s a new customer or an existing one, you must prepare thoroughly. You cannot just wing it. Preparation means knowing your customer, and having all the relevant information, testimonials, samples, and a list of questions you will ask during the sales conversation.
How can you do that?
Make a checklist of all the information you need, and always review it before your next call or presentation. No matter how many times you’ve made a sales call or given the same presentation, always review your material ahead of time.
Remember the 5 Ps: Proper Preparation Prevents Poor Performance.
#2. Unable to Lead the Sales Conversation
The one who leads the conversation always has an edge. Often, sales professionals let the buyer lead the conversation. This results in buyers dominating the entire sales process, and in the end, they negotiate harder. Additionally, when you don’t lead the conversation, you end up spending too much time with suspects who have no intention of buying from you.
Leading a conversation involves asking relevant and tough questions. This ensures you gain an advantage over the buyer. One way to qualify a suspect is by asking questions. Leading the sales conversation with questions helps you understand the buyer’s needs and wants. Failing to ask questions puts you at a disadvantage.
When you ask questions, you aim to uncover specific problems the buyer is facing. It allows you to evaluate whether or not you can solve those problems. Once you are aware of these issues, you are in a better position to effectively position your product.
How can you do that?
Before your next sales conversation, prepare quality questions to lead the conversation.
Questions create clarity, and clarity is power. The one who has clarity is always more powerful.
#3. Not Saying “No”
You hate hearing “NO,” don’t you? How about saying “NO” to your buyer?
As a sales professional, you crave hearing “YES,” and when someone says “NO” to you, you feel disappointed and dejected. That’s probably why you avoid saying “NO” to others. But not saying “NO” can be disastrous for your business.
We must understand that not every customer is an ideal customer. If you end up selling to the wrong customer just to hit your numbers, it can be exhausting. These customers demand more and cause trouble beyond your imagination. We call such customers “energy drainers.” They sap your energy and expect more for less. They always raise concerns, find faults, and are never satisfied with any resolution you offer.
How can you do that?
Make a list of qualities that help you identify bad customers or “energy drainers,” and learn to be assertive in your conversations. Identify them early on and tell them “NO.”
#4. Not Playing as a Team
During our “Sell Like A Pro” workshop, we emphasize the rules of the sales game. One of the rules is “Sales is a TEAM GAME.” We often notice sales professionals playing the game alone. They refuse to support their fellow team members and focus only on their own numbers. This is a common trait in average-performing teams.
These individuals may hit their numbers and achieve targets, but they create an unhealthy work environment, leading to demotivation and reduced commitment among other team members. It often results in finger-pointing and blame games.
In a high-performing sales team, members play as a team. They create an encouraging environment for everyone. Support is readily extended, and no target seems impossible.
As a sales professional, you must understand that culture improves competence.
Learn to play the sales game as a team by fostering an empowering culture.
Do comment below and let us know: What other mistakes we must avoid to achieve bigger and better targets.
