Within the role of a sales representative, there is a lot to think about when it comes to making connections and completing sales. As well as all the things you need to make sure you are doing, there are also some things that you should focus on avoiding. Read on to find out more about the five most common sales mistakes that you should be aware of so that you can avoid making them yourself.
1. Talking too much
One of the most common mistakes that you may find yourself making in the role of a sales representative is to talk too much. This is because talking excessively means that you aren’t actually listening to what your client wants or needs and so you are not able to adapt your pitch appropriately. It is easy to end up talking too much, especially when promoting a product or service that you are passionate about. However, it is important not to let yourself get carried away. Make sure to ask questions that prompt expansive responses, and take these replies on board. Ensure that you are listening more than you are talking in order to get a good sense of what the client needs and to build a better relationship with them.
2. Focusing on the wrong thing
In a similar vein, it is easy to get caught up talking about all the brilliant things you have to offer and the great ways that your product or service varies from others. Of course, it is important to highlight how you can stand out from the crowd, however, it is just as important to draw attention to how you are solving fundamental issues. The key thing to highlight is the way in which your solution is dealing with the major problems. After this, you can move on to the more nuanced elements, but make sure to keep your focus on how you are targeting and solving the most major issues for the client.
3. Putting too much focus on price
As a sales rep, your job may be all about profit but focusing too much on numbers is not going to sell your product to the client. Instead, you can do much better by focusing on the value that they are getting from your item or service. People are much more likely to be interested based on the value of a product. Even if you are offering discounts or bargains, you are more likely to secure long-term dedicated customers if you focus on the product itself. If you can prove that what you are selling is of high value, then the client is much more likely to be happy paying a higher price anyway.
When trying to demonstrate all the great qualities of your product, it can be all too easy to slip into exaggeration and start to promise more than you can deliver. It is important to keep your promises in check and to only offer things that you know are possible. If the client later finds out about catches, extra charges and different terms and conditions, you will only lose their trust and their business.
5. Being sensitive to objections
In sales, it is inevitable that you will be turned down plenty of times. You need to handle these rejections correctly in order to maintain business relationships and retain potential clients. When you are faced with objections, you need to take these points into account and offer calm answers. Show that you understand the concerns the client has and explain how your product can help clearly and with respect. Similarly, it is important to understand when to stop pushing in order to keep up these business relationships. It is a skill to realise when it is better to simply abandon a sale.
If you are looking for more tips and tricks when it comes to sales, make sure to check out our blog. For the best professional training and development services, our team at Sales Geek can help. We’re always happy to help and answer any questions you may have, so be sure to get in touch today. Check out our full range of services today and see how we can help.