Can you recall a time a client had an unexpected change of heart? It stings. It burns. And even though we shouldn’t take it personally, we can’t help but wonder what exactly went through that customer’s mind to trigger their loss of interest.
Of course, any number of factors could have contributed to their decision but more often than not, you should be looking in the mirror to discover what could have been done to prevent it. Here are five big mistakes salespeople make:
Talking over the client’s needs
Imagine visiting the emergency room for chest pain and the nurse keeps interrupting you to rave about how short the wait times are. Wouldn’t you feel as though your needs were being ignored? When a salesperson has a great sales pitch, they sometimes get stuck on wanting to follow it word for word; however, this can sometimes come across as overbearing to the customer.
A lengthy conversation about your company’s mission statement may also make the customer regret ever asking you about it. Rather than focusing on yourself, let the customer tell you more about themselves so you can tailor your sales pitch accordingly.
Additionally, providing too much information about your product can overwhelm the customer. It is important to keep your presentation short and to the point, so your prospect can ask questions.
Not consulting the client enough
A crucial part of the sales process is engaging with prospects. Having faith in your product is great but trusting in it alone will not guarantee you a sale every time. When your client is in the process of making a decision, they may need to get a second opinion, or they may need to ask you a few more basic questions. In situations like these, you must do your best to accommodate the customer. Leaving them on their own for too long will give them plenty of time to convince themselves they don’t need your product or service. Sales professionals must understand the importance of communication being a two-way street.
Faking your persona
Overly energetic and enthusiastic behavior is both ingenuine and to be honest, creepy. Though your intentions might be friendly, your client might prefer not to feel like you’re trying to get them into bed on the first date.
Remember that nearly everything today is handled digitally in some way, including sales. The customer has reached out to you for insight that isn’t scripted to help them make their purchase. The thought of having to interact with a beguiling, obsequious individual who is incapable of holding a meaningful conversation can be extremely off-putting. When approaching customers, be enthusiastic but try to take it easy on the coffee and don’t overdo it.
Unconfident answers to questions
If a prospect is not sure whether an item is right for them, the chances of them purchasing that item are significantly lower. A salesperson with gaps in their knowledgebase concerning their product is hardly confidence inspiring. If you hesitate with important questions or worse, if you make up information, you will dissatisfy your customers and harm your company’s reputation. Be sure to consistently study your own product or service so you are familiar with its features to better assist customers in the decision-making process.
You prioritize price over value
Always establish the value of your product before mentioning the price. Your customer will have more to consider once you show how much your product can improve their lives. Don’t stall when a prospect is straightforward and demands a price and keep their best interest in mind when you deliver your response. Mention how buying your item will benefit them or go over other options if they don’t seem receptive to the pricing.
Didn’t make the sale? Relax. The customer may not have been ready to make a decision. Being on the market can be intimidating, especially if you receive poor sales pitches. By avoiding these simple things, you can act as a breath of fresh air for your next client.
