The American economy is strong and buyers have more options than ever before. These two factors mean that knowing how to successfully market your business is more important than ever. In order to successfully sell your band’s products or services, it is a good idea to know what works and what doesn’t. Today we are looking at the top sales mistakes that cause a buyer to run for the hills or, worse yet, seek out another place to do their business.
There are virtually hundreds of ways that your sales team could kill a conversation that costs your business a sale. Try not to get overwhelmed by all the ways the sale could go south but rather help your team learn from each of those mistakes and vow to do better next time.
Talking Too Much
Chances are that your sales team is mostly an outgoing and gregarious group of professionals. This may mean that they enjoy talking to people. Unfortunately the top sales mistake according to Sales Hacker is talking too much during a sales call. Their research has shown that the talk-to-listen ratio should be 46-54. Sales professionals should talk at most for 46% of a sales call. That means they listen for at least 54% of it. They suggest spending less time on the “pitch” and spending more time listening to what your client really wants and needs from your business. You never know, it could help improve your overall business and help you close the sale.
Often sales representatives head into a client meeting having a pretty good idea what the clients business is all about and what they may or may not need from your marketing team. Never assume anything in the sales process. What your client may want could change or expand, making your sale larger and more expansive. Or it could be less, and then you have oversold your business. Try to go into each sales meeting with an open mind about what each client may need, want, or wish to spend.
Lack of Follow Up
Sales reps are busy people and sometimes even the most organized of them can forget to follow up on the details of the sales meeting. Sales experts suggest making plans on follow up before the meeting is over or the client walks out the door. Even if the follow up call is for six weeks or six months down the line, it should be scheduled so there isn’t this amorphous time floating around.
Want to her more about sales successes and mistakes? Check out our Dec 12th workshop on “Secrets of Effortless Selling.”