The more you are in the sales world, the more confident you feel that you are doing everything right. The harsh reality sometimes shows us otherwise. It is true that experience makes the teacher. However, with the passage of time and overconfidence, one is taking clutches or vices that even reach a point where our sales are far from being effective.
Here one can say, What's wrong? Before, I sold much more and now, with the passage of time, I go back like crabs. This without taking into account and leaving aside the effect of the well-known crisis, which nowadays is often used as an excuse when one does not have good results.
How about pausing
It would be interesting that whenever we can pause, reflect and observe where we are and what are the barriers that are holding us back from achieving satisfactory sales results.
Let's take an example to illustrate the previous point. When you learn to drive a car, at first you are very attentive to everything that happens, you take a very good discipline in the technique of driving and as the years go by, we assume that we know how to drive and we are even capable of combing our hair, smoking a cigarette and talking on the mobile phone at the same time we are on the highway. Yes, yes, all this and more !!! Then we wonder why so many accidents. Yes, distraction causes them. The same in sales, if we are distracted in our process or take certain vices, the sale is affected.
Remember that every successful sale is a process and as such you have to go forward and cover each stage to crown the sale with a closing.
When we make mistakes or don't cover our sales process effectively, every mistake translates into lost sales. In other words, we stopped earning juicy commissions.
The 7 mistakes
1. Believe that price is everything and manage it as the only sales tool. If one as a seller is convinced that without prices lower than the competition, one cannot sell this undeniably, the customer perceives it and leaves us at a competitive disadvantage.
2. Talk, talk and talk without letting the client really be the protagonist and the speaker. Talking nonstop to let the customer know how well you know the product to get them excited and buy only leads to poor sales. The ones that get the most results are the commercials who know how to ask and listen to their clients to find out what their true needs are.
3. Make circus, maroma and theater to sell a product or service that does not meet the customer's need. Except for a few cases, in which someone wants something for pleasure and not out of necessity, hardly anyone will buy you things that do not cover a need.
4. Not taking into account aspects of value for the client, since aspects such as added value, options or alternative, guarantees, prompt response are of vital importance to the client.
5. Do sales work based solely on characteristics without offering any advantage or added value. Features bore, benefits or problem solving sell.
6. Not knowing your strengths. You must know how to get the most out of your strengths as a seller, which together with knowing your product / service gives you a competitive advantage. More and more customers are more informed and it is no longer as before that anything could be sold to them.
7. Not training properly. It is very common to underestimate the importance of being up to date in technical sales skills and competencies. It is very frequent that both commercial and companies focus their training efforts only on the product and its characteristics. As we have said the features are boring, the benefits sell. Therefore, it is a huge mistake not to develop the salesman's skills so that he knows how to align the client's needs with the benefits of the product or service being sold.
In summary
By avoiding these mistakes you will see a significant improvement in your sales, and avoid losing customers and stop earning excellent commissions.
My question to you, What is your biggest weakness in sales? Are you willing to continue with this weakness for a longer time? How long are you going to allow it?
If you want to leave behind postponing your transformation into an exceptional commercial, now is the time for you to receive real training to guide and train you step by step to achieve automatic closings.
