The Top 7 Sales Blunders

We all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in this article even though I have been teaching this stuff for almost a decade. I hope you can learn from them.

1. Allowing a prospect to lead the sales process. The best way to control the sales interaction is to ask questions. This is also the best way of learning whether or not your product or service meets the needs of your prospect. Quality questions that uncover specific issues, problems, or corporate objectives are essential in helping you establish yourself as an expert.

2. Not completing pre-meeting research. After several weeks of voice mail I finally connected with my prospect and scheduled a meeting. Unfortunately, I entered the meeting without first researching the company. Instead of presenting a solution to an existing problem, I spent the entire meeting learning fundamental information, which to senior executives, is a complete waste of their time. This approach is one of most common mistakes. I have received countless phone calls from sales people hawking their wares and trying to sell me 'stuff' I have no need for. As a sole proprietor, I do not need a complex telephone system, additional employees, or an automated payroll system. Invest the time learning about your prospect before you call them and before you try to schedule a meeting.

3. Talking too much. Too many sales people talk too much during the sales interaction. They espouse about their product, its feature, their service and so on. When I first bought carpet for my home I recall speaking to a sales person who told me how long he had been in the business, how smart he was, how good his carpets were, etc. But this dialogue did nothing to convince me that I should buy from him. Instead, I left the store thinking that he did not care about my specific needs. A friend of mine is in the advertising business and often talks to prospects who initially request a quote for a specific advertising job. Instead of talking at great length about the ad agency's experience and qualifications, he gets the potential client talking about her business. By doing this he is able to determine the most effective strategy for that prospect.

4. Giving the prospect information that is irrelevant. When I worked in the corporate world I was subjected to countless presentations where the sales person shared information that was completely meaningless to me. I don't care about your financial backing or who your clients are. Make the most of your presentation by telling me how I will benefit from your product or service until I know how your product or service relates to my specific situation.

5. Not being prepared. I remember calling a prospect expecting to receive his voice mail. That meant I was completely unprepared when he answered the call himself. Instead of asking him a series of qualifying questions I simply responded to his questions, allowing him to control the sale. Unfortunately, I didn't progress any further than that initial call. When you make a cold call or attend a meeting with a prospect it is critical that you are prepared. This means having all relevant information at your fingertips including; pricing, testimonials, samples, and a list of questions you need to ask. I suggest creating a checklist of the vital information you will need and reviewing this list before you make your call. You have exactly one opportunity to make a great first impression and you will not make it if you are not prepared.

6. Neglecting to ask for the sale. I recall a participant in one of my workshops expressing interest in my book. I told him to look through it but at no time did I ask for the sale. Later, I heard him express this observation to other participants in the program. If you sell a product or service, you have the obligation to ask the customer for a commitment, particularly if you have invested time assessing their needs and know that your product or service will solve a problem. Many people are concerned with coming across as pushy but as long as you ask for the sale in a non-threatening, confident manner, people will usually respond favorably.

7. Failing to prospect. This is one of the most common mistakes independent business make. When business is good many people stop prospecting, thinking that the flow of business will continue. However, the most successful sales people prospect all the time. They schedule prospecting time in their agenda every week.

Even the most seasoned sales professional makes mistakes from time to time. Avoid these blunders and increase the likelihood of the closing the sale.

Copyright 2004, Kelley Robertson

About The Author

Kelley Robertson, President of the Robertson Training Group, is a professional speaker and trainer on sales, negotiating, and employee motivation. He is also the author of "Stop, Ask & Listen ? Proven Sales Techniques to Turn Browsers into Buyers." For information on his programs, visit his website at www.RobertsonTrainingGroup.com. Receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his 59-Second Tip, a free weekly e-zine available at his website.

---

How To Win Business By Networking

In sales we do tend to become focused upon our... Read More

9 TIPS: Dont Sell Me - Persuade Me

We all have something in our past we believe someone... Read More

The Multiplying Factor In Sales Success

Mark has an attitude! Mark had worked in an operational... Read More

5 Ways to Increase Business Sales by Contacting Your Existing Customers

One of the best ways to increase your sales and... Read More

Boost Buyer Confidence By Assuming The Sale

I saw something in town the other day that just... Read More

Sales 101: Asking for the Order

"Ask, and you shall receive", a biblical principal that offers... Read More

Training for Trade Shows - 5 FAQs

Trade shows are so obvious. You go. You hand out... Read More

Are You a Sales Professional?

Many sellers like to describe themselves as professionals, but what... Read More

Like It or Not... You?re in SALES!

Mention the word sales or salesman and two out of... Read More

Four Ways To Increase Your Sales Fast... In 2-4 Weeks?

You built a very good web site...You have a great... Read More

A Simple Sales Strategy: Talk to Yourself!

You are about to speak to a potential client, go... Read More

Sales Discipline: Five Steps To Recover From A Lost Sale

Ever lost a sale? Of course you have, we all... Read More

Win More Sales With a 5-Step Sales Process

Facilitating the buying process can be very straightforward and fairly... Read More

Order Takers vs. Sales Professionals

As business owners we all know that in a ideal... Read More

7 Quick and Easy Ways To Multiply Your Sales

There are always some great, fast and easy ways to... Read More

Ten Ways to Super Charge Your Sales

1. Add a no-fee interactive game to your web site.... Read More

The Art And Science of Closing - How To Close More Sales Right Now

One of the questions I often get asked as a... Read More

Humanize the Sales Process

Q & AQ. Sometimes when I'm presenting to clients, I... Read More

Anticipating the Audiences Reaction

Obviously, you can not know all of the things that... Read More

How One Simple Concept Can Increase Your Sales

We all want to belong. As humans we feel the... Read More

Prep Your Customer

When I first moved to Seattle, I worked for 9... Read More

Sales Lessons from Bob Vila

There's more to what he does than meets the eyeWith... Read More

The 6 Secrets To Sales Success

There is no magic pill, trick, teqnique, system or secret... Read More

3 Basic Secrets That Will Explode Your Sales This Year

In this article, I would like to talk about the... Read More

Sales Strategies: Its Not Who You Know - Its What You Know

We are all in sales. We all selling in every... Read More

5 Small Steps To Ultimate Sales Success

"Selling worth doing is worth doing badly ? at first!"... Read More

The Quickest Way To Increase Your Sales

The quickest way to increase sales is to make things... Read More

Grow Sales Using Image Tactics

In my dreams, I envision being the marketing consultant equivalent... Read More

Increase Your Selling Confidence

1. Be on time. In fact, arrive a few minutes... Read More

7 Ways to Cut Loose from Old Sales Thinking

Sooner or later, we all backslide into old ways of... Read More

How To Master the Art of Super Salesmanship

Mastering the "art of selling" is simply knowing how to... Read More

The Biggest Mistake in Sales Prospecting

Recently I received a prospecting voice mail message from a... Read More

TheTop 10 Reasons Why Salespeople Get Outsold

In my business, it has been an interesting and very... Read More