The 25 Most Common Sales Mistakes
Don't get caught making any of these 25 most common sales mistakes offered by MiladyPro.
- Lack of Commitment: Maintain a commitment to results every single moment you are at work; utilize tools and resources to implement ideas quickly.
- Not Listening to the Client: Avoid interrupting. Get key facts, isolate problems, and send the right message, both verbally and non-verbally: “I am here to help you.”
- Not Empathizing with the Client: Try to see the other person’s perspective; remember that you are not going to be thought of as the most important item on the day’s agenda. Develop respect for the client’s time.
- Seeing the Client as an Adversary: Strive to get the client to work with you; do not approach the sale from a confrontational mindset.
- Getting Distracted: Concentrate throughout the service; do not become disoriented by confusing or negative remarks from the client.
- Not Taking Notes: Establish control and reinforce the prospect’s desire to offer information by taking down key facts on a note pad or client information sheet.
- Failing to Follow-Up: Be sure to send professional-looking thank-you notes at key points in your client relationship.
- Failing to Keep in Contact with Past Clients: Remember that someone who falls out of your current customer base may still be a highly qualified client. Be sure to periodically connect and welcome them back or find out how you can win them back.
- Not Planning the Day Efficiently: Commit to a daily schedule and measure your actual performance against it.
- Not Looking Your Best: Put forward a sharp, well-groomed professional image when showing up to serve clients.
- Not Keeping Tools Organized: Always keep your desk, station, samples, and other materials neatly organized to reinforce your professional image.
- Not Understanding or Relating to the Client’s Point of View: Isolate product benefits and highlight these for the prospect.
- Failing to Take Pride in Your Work: Stand behind your product and your company with pride; talk frequently with others about what you do for a living.
- Trying to Convince, Rather than Convey: Demonstrate in a compelling way how your product or service can address relevant concerns. Do not apply “high pressure” sales tactics that ignore the needs of the client.
- Underestimating the Client’s Intelligence: Strive to act as a conveyor of information; work with the customer to identify problems and find workable solutions.
- Not Keeping Up to Date: Do not assume that, once a sale has closed, you need no longer attempt to learn about the problems of the customer.
- Rushing the Sale: Let the sales cycle progress at the pace that is most appropriate for the customer.
- Not Using “People Proof”: Build credibility by highlighting past successes with other customers.
- Humbling Yourself: Operate from the assumption that you bring to the table a specific set of skills and a level of product knowledge that the other person can benefit from. Work with the client as a partner, not a number.
- Being Fooled by Sure Things: Do not become distracted with sales on the horizon; this reduces your effectiveness in developing your customer base today.
- Taking Rejection Personally: Try to develop resilience and self-assurance when confronting rejection; remember that hearing a “no” answer is the only way to get to a “yes” answer.
- Not Assuming Responsibility: When faced with a “no” answer; consider asking the customer where you have gone wrong, or what mistakes you have made in their service.
- Underestimating the Importance of Prospecting: Develop good prospecting skills and work daily to find new customers.
- Focusing on Negatives: Approach obstacles from a positive frame of mind; avoid negative habits such as complaining and gossiping.
- Not Showing Competitive Spirit: Establish strong “battlefield strategies” that will help your “army” attain its objectives.
For more tips to grow your sales and build your business, go to miladypro.com.
Originally posted on Modern Salon.