Mistakes. We all make them, but what will set you apart from others is your ability to recognize mistakes and avoid them. Ranging from the beginning to the end of the sales process, these common mistakes listed below could potentially lead to a drop in sales.
Being aware of them is step one to upping your sales game. Here are five mistakes you're probably making--and that you need to address--before, during, and after your sales pitches:
1. Being unprepared.
You can never be too prepared for a sales pitch. Anticipate every question your prospect might ask, because you don't want to be caught with your pants down. Try bringing up anticipated objections before they do, we call this technique a preemptive strike.
2. Beating around the bush.
Be a straight-shooter. There's a difference between creating rapport between yourself and who you're selling to and small talk that delays what you're there to accomplish.
Your prospect's time, as well as your own, is precious. Ahead of the meeting that was set up, your prospect may have already reviewed your website, so there's no need to go into great detail about what exactly you're selling (unless they ask, of course!).
Spend more time telling your prospect why they absolutely cannot live without your service rather than telling them what they already know.
3. Talking versus listening.
Sales calls are all about relationship building and gathering information. Of course you're there to give your spiel, but make sure the meeting isn't one-sided.
Remember in school when you were listening to a professor go on and on about who knows what? Don't be that professor. Make it a conversation, listen to your prospect and ask questions.
Come out of the meeting being sure you know exactly what it is your client needs and an agreement on how you can help them moving forward.
4. Thinking like a seller.
Rather than thinking like a seller, see things from the perspective of whom your selling to. Anticipate their needs and questions.
5. Waiting too long to follow up.
You need to hit that sweet spot with timing when it comes to following up with a prospect. In general, you should follow up often and consistently. After the initial meeting with your prospect, it could take up to five follow up calls to close the deal.
You should still be fresh in your prospects mind when you follow up, so don't wait more than one week to make the first call. If you're unsure about how long to wait, you could ask the prospect when an ideal time to reach back out would be. This would also be a good time to ask how they prefer to be followed up with (by phone, email, etc.?).