Thursday, November 24, 2016

10 biggest mistakes when selling something

Here is a short review of an useful article on selling. It lists the 10 following mistakes as the biggest mistakes in selling:

1. Not being prepared when it comes to making a sales presentation, either face to face--as in a retail environment--or over the phone, Skype etc.

2. Not looking the part--where the sales person is dressed inappropriately or the entire sales environment looks unprofessional and unappealing to the customer.

3. Not having enough knowledge about the products or services being sold. 
Customers deserve 1st class information.

4. Not asking the right questions. 
Result -> Not knowing what customer really needs.

5. Not listening to what the customer is saying.
De-motivates and frustrates the buyer.

6. Not getting back to the customer as promised--or in other words, they over promise and under deliver. 

7. Not having clear, specific sales goals. Very few people set goals but those that do tend to achieve them. If you have sales people working for you, you have to set targets. And these need to be talked about, measured and pushed. If you work by yourself, set your own sales goals.

8. Not reading the customer. This means being able to interact with the customer and see that you are connecting with them, that you are helping them and that you are doing your job as a sales professional.

9. Not being compelling. If you don't believe what you are selling, don't sell it. Being compelling generally translates to being believable and sales people already have a stereotype to overcome. If you don't believe what you are saying, your customers won't either.

10. Not caring about the sale. This is the situation where the sales person really doesn't care if the person buys a product or not. They still get paid the same amount so their attitude towards their customers can reflect this.

I find #7, #9 and #1 most interesting. However, probably any one of these can be the weakest link in our sales presentation. What do you think?

View full article here

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