Tuesday, March 14, 2017

Top 3 Mistakes Sales People Make When Engaging With Prospects

Top 3 Mistakes Sales People Make When Engaging With Prospects
Making a sale is not the easiest task in the world. A lot of hard work and thought goes into making a single sale, right from the moment sales representatives shortlist a list of prospective clients up to the moment when they have verbal or written approval by the customers that they are on board.

However, in the rush to close numerous deals and to meet their quarterly sales targets, many salespeople make some poor and hasty decisions which cost them a sale or worst, their job. To help you avoid those mistakes, we are listing three of the most common mistakes people make when approaching prospective clients which need to be avoided, as highlighted in numerous solution selling training sessions.

Don’t be like a Broken Record


This is the first and most common mistake made by almost every other sales representative. What most people fail to understand is that making a sale depends more on listening to what prospective clients have to say rather than indulging in one-way conversation where the majority or the talking is done by them.

Listen to what the other person has to say. Letting them communicate the problems faced by them and what their requirements are helps build trust and re-assures them that their problem will be dealt with in the best possible manner.

It will also help you in knowing the situation better, helping you come up with a solution that will most likely be welcomed by them and ultimately, will allow you to close the deal.

Not Researching the Client


Yet another unwanted characteristic which many salespeople are guilty of possessing. Sales personnel should realize that every prospective client they come across might not necessarily have the same set of requirements and may not be facing the same set of problems.

Thus, it is better to conduct a bit of research to study the nature and complexity of what is bothering your prospective client and to come up with ways in which you could attract business from that client.

This will give you a clearer idea of how to approach them and which features/benefits to sell your product/service on. Moreover, the prospective client will also be impressed by the fact that you have done your homework on them, serving as a sign of your commitment and determination.

Overselling


As you might have learnt in any solution selling training session, this is a complete no-no in the world of sales. Most sales personnel tend to glorify the product/service they are selling to the extent that they even end up lying to them in order to close the sale.

For those who have treaded on this path know all too well what this can result in; for starters, it could damage your as well as your product’s/service’s credibility and reputation in the market.

This is not something you should do if you want to build a long-term relationship with your clients. Creating a false image of a product/service in the eyes of the consumer can form a negative association with the brand. 

It can also make the users expect more out of a product/service, something which cannot be delivered and can decrease the satisfaction derived from the usage.

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