Not many people understand that sales is an art. After all, it takes both tale and skill to be a really good sales person. In this regard, there is a number of common missteps that nearly everyone takes during the sales career. Trying to win a sale, salespeople tend to exaggerate, overestimate, misinterpret, and otherwise miss the mark.
Amidst all that, they end up failing on their sales productivity aspect. To make your road to a perfect sale a bit easier, here is a guide that will help ensure you avoid the common mistakes that most salespeople make.
Not Listening and Talking too Much
When trying to sell something, instinctively you want to talk a lot. Most salespeople opt to passionately describe the benefits and the remarkable features of their offering. However, that’s not entirely effective. Pushy salespeople never go that far but considerate one do.
And to be honest, you’re not the only one selling. Rather, be sure to listen and ask more open-ended questions. Actually, your listening talking ratio should be 60/40. Only then do you maximize your chances of closing a sale. By asking questions and listening, you allow the prospect to do all the job for you.
Not Focusing on the Solution
While this tip may be old, it is certainly the most important one when you want to bolster sales productivity. As a salesperson, you would be drawn about all the cool features your product or service has. But the is that it’s not going to make a sale.
Rather than describing the bells and whistles, it would be ideal to focus on how your product can solve the most critical problems your potential customer is trying to deal with. It is important to know that your prospects are not that interested in HOW you do it, but rather they are interested in WHAT you can do for them.
Learning from the above and other mistakes will certainly go a long way in making sure you improve the sales productivity of your team.
