You're no longer frightened by the Halloween costumes and stories that spooked you as a kid, but being an adult comes with its own set of scares, especially if you work in sales.
One wrong word or misstep can cause even the most interested client to become disengaged, so it's important to be cautious as you approach each phone call and meeting. In the spirit of the season, and our desire to help your team succeed, we've compiled a list of the five top scariest mistakes that cause employees to lose a sale.
You spend too much time talking and not enough time listening
Think of your pitch as a conversation, rather than a presentation. Asking potential clients questions will help you tailor your talking points to better suit their needs. It also helps clients become engaged and more interested in what you do have to say.
There are a lot of ways to be unprepared, whether it's not taking time to learn about a client before you meet or walking into a meeting thinking you'll just "wing it." Some salespeople assume that practicing talking points out loud will make them sound fake on phone calls, but it can actually make you sound more natural. You'll know the material so well that you won't stumble over words. To prevent sounding scripted, practice saying the same thing, but in different ways.
Exaggerating benefits might get you a sale, but once clients discover you've oversold a product or service, they'll be left unsatisfied. Be honest and realistic when selling a product and you're more likely to get renewals in the future.
Not following up with potential clients
One phone call is often not enough to close a deal. Clients who say "I'll get back to you" rarely do, as they are busy and often forget. Send a follow-up email to thank the client for their time and don't hesitate to reach out again on the phone if you don't hear back.
Some sales teams have a hard time actually asking for the sale. Putting the question out there, however, forces the client to make a decision in a timely manner.
Sales doesn't have to be scary. With a little practice and training, you can avoid these five mistakes and improve your chances for success.