Sales is the motor that drives a business. Like the great Red Motley once stated, "Nothing happens until a sale is made". Since businesses and customers currently are not eager to spend, it's vital that sales professionals avoid the common ten mistakes mentioned below.
1. Not Consistently Prospecting: a sales representative must keep the sales pipeline filled with quality prospects utilizing cold-calls and other common techniques to generate revenue growth.
2. Initially Mentioning Price: before sharing pricing information, a sales representative should identify what product or service a prospect needs and establish the value of this offering.
3. Delivering the Same Pitches: a sales professional should uncover the features, benefits, and/or solutions that are critical to potential customers and afterwards give a customized presentation that focuses on these findings.
4. Presenting to Non-Decision Makers: a sales professional should make presentations to all decision makers to improve productivity and conversion.
5. Displaying Inadequate Product Expertise: to position oneself as an expert, a sales professional must be highly knowledgeable and up to date on the strengths and weaknesses of the competition's and respective company's product offerings.
6. Knocking the Competition: while marketing the respective company's product offerings, a sales representative should never criticize the competition.
7. Failing to Ask for the Sale: if a product offering will solve a potential customer's problem(s), a sales representative should always ask for the business.
8. Taking Rejection Too Hard: a sales representative should ask questions to discover the main driver(s) behind a prospect's hesitation and realize that rejection is not personal.
9. Failing to Follow Up with Prospects: a sales representative should constantly stay in touch with interested prospects since they could eventually make a purchase.
10. Not Providing After-Sales Support: a sales professional must provide exceptional support to reduce attrition and to help grow business via an increase in share of wallet or cross-selling.
Consistent revenue and profit growth will take place for sales professionals who avoid the ten selling mistakes mentioned above. As a result, these sales professionals will enhance their prospecting, closing, and other parts of the sales process to produce sustainable revenue and profit growth for their respective organizations.
1. Not Consistently Prospecting: a sales representative must keep the sales pipeline filled with quality prospects utilizing cold-calls and other common techniques to generate revenue growth.
2. Initially Mentioning Price: before sharing pricing information, a sales representative should identify what product or service a prospect needs and establish the value of this offering.
3. Delivering the Same Pitches: a sales professional should uncover the features, benefits, and/or solutions that are critical to potential customers and afterwards give a customized presentation that focuses on these findings.
4. Presenting to Non-Decision Makers: a sales professional should make presentations to all decision makers to improve productivity and conversion.
5. Displaying Inadequate Product Expertise: to position oneself as an expert, a sales professional must be highly knowledgeable and up to date on the strengths and weaknesses of the competition's and respective company's product offerings.
6. Knocking the Competition: while marketing the respective company's product offerings, a sales representative should never criticize the competition.
7. Failing to Ask for the Sale: if a product offering will solve a potential customer's problem(s), a sales representative should always ask for the business.
8. Taking Rejection Too Hard: a sales representative should ask questions to discover the main driver(s) behind a prospect's hesitation and realize that rejection is not personal.
9. Failing to Follow Up with Prospects: a sales representative should constantly stay in touch with interested prospects since they could eventually make a purchase.
10. Not Providing After-Sales Support: a sales professional must provide exceptional support to reduce attrition and to help grow business via an increase in share of wallet or cross-selling.
Consistent revenue and profit growth will take place for sales professionals who avoid the ten selling mistakes mentioned above. As a result, these sales professionals will enhance their prospecting, closing, and other parts of the sales process to produce sustainable revenue and profit growth for their respective organizations.
About the Author:
Kenrick Chatman is a sales and margin growth wizard who writes articles on selling and various industries. Feel free to accrue more selling tips by visiting his selling blog. Visit the Uber Article Directory to get a totally unique version of this article for reprint.
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