If you're a salesperson or you manage a sales team, it's frustrating when you don't meet sales targets.
Despite your best efforts, many of the things you do day in, day out, may actually be detrimental to your sales numbers! It's easy to slip into bad habits and make sales mistakes without even realising it.
Your buyers have a wealth of choice and if you're not ticking their boxes, they will simply move on.
If you're failing to hit your sales targets but you're not sure why, you might be making these sales mistakes.
Striking the wrong balance between talking and listening
Whichever stage of the sales process you're at, it's important to find the right balance between talking and listening.
Letting the prospect lead the conversation
As a salesperson, you need to maintain control of the conversation and stick to your sales process. If you let the prospect lead the conversation, you miss out on the chance to sell your business and explain how you can solve their problems. You also miss the opportunity to ask the key questions that will lead to a sale.
Avoid this by having a plan for every conversation you have with your prospects. Write a rough outline of how you want the conversation to go, including a list of key points and questions.
Talking too much
On the other hand, talking too much can also be detrimental. It's vital that you listen to the prospect so that you understand their exact needs. Salespeople who spend too much time talking don't leave space to find out what their prospects really need. Consequently, whatever it is that you're talking about may not even be relevant to the prospect.
The trick is to maintain control in a conversational manner, and avoid doing too much 'pitching'.
Putting too much emphasis on technology
Focusing on the wrong aspects of your business is another of the common sales mistakes we see people making.
Technology may play a big role in your business and sometimes you can't help but rave about the latest tools and software you're using. However, most of the time, prospects don't care what you're going to use to carry out the work; it's the results that matter to them.
You're an expert in your field. Prospects come to you because you know how to get them results.
So don't go into too much detail on the technology you use. Instead, focus on your methods and results.
Pursuing unsuitable leads
Another easy trap to fall into is pursuing unsuitable leads. Whilst it can be tempting to chase every lead that comes your way, it's a waste of time and shifts your attention away from hotter leads.
Even when you're struggling to meet targets, continue to check that every potential lead fits your buyer persona profiles. If they don't, they're probably not worth your time.
Not sticking to a clear, consistent sales process
If your current sales process is incohesive (or you don't have one at all), it's probably affecting your sales. Without a sales process for your sales team to follow, there's no consistency for your prospects and it's difficult to know what's working and what's not.
You need a clear sales process and you need everyone in the team to follow it. Developing a successful sales process can seem daunting, but it doesn't need to be. At Flowbird, we help clients simplify their long, complicated processes so that they're streamlined, successful and easy to follow.
Mentioning your price too soon
Whilst it can be tempting to lay out all the facts and figures at the beginning, this can actually scare potential customers off.
Instead, sell yourself first. Help prospects understand how you can solve their unique problems. Once your prospects see the value you're offering, they will respond far more positively to any mention of costs.
Not researching a potential client before talking with them
Many salespeople approach sales meetings expecting to use the time to find out about their prospects. This is a waste of time for everybody.
Instead, do your research before the meeting. This way, you can tailor your conversation to how your products and/or services are right for them as an individual. Meetings with prospects you've already researched are far more likely to be successful.
Even the most experienced of us makes sales mistakes every now and then. What's important is that you recognise your mistakes, learn from them, and encourage your sales team to avoid similar pitfalls.
For help simplifying your sales plan and developing a strategy that helps you reach your sales targets consistently, speak to one of us at Flowbird today.
Want to find out what you need to do to reach your sales targets? Try our calculator.