Depending on the business type, sales cycles can be very slow. The more sales mistakes you make, the longer your sales cycle will be and the fewer deals you will close as well. To help you improve the performance of your sales team (and of course your entire sales process), we’ve put together seven mistakes often made by sales reps and how to avoid these mistakes.
1. Talking too much rather than listening
When selling your product or service, you might want to look enthusiastic to a prospect, in the hope that the prospect will speed up their buying decision. However, in reality, this does not always work. Sometimes, prospects prefer to be listened to.
When meeting your prospect for the first time, try to gather their requirements. Know their expectations so you know what you can offer to help solve their problems. In addition to making your prospects feel respected, listening to them well will also make you look more professional to them.
2. Too focused on selling rather than offering solutions
You surely want to boast about the features of your product or service to your prospects. However, apart from being boring, this might also be considered useless. After the prospect explains to you about their needs, it’s a good idea to provide them with a solution that can help with their business problems.
For example, instead of talking about how great your digital marketing team is, tell your prospect how your team can help increase potential buyers on their website. Give them the tangible benefits they will get if they choose your product or service.
3. Making promises that are impossible to be fulfilled
One of the most fatal sales mistakes is saying “yes” to prospects or clients too often, without consideration. As a result, the team will end up having to fulfill impossible requests. And when these requests aren’t fulfilled, you will have to deal with disappointed clients.
You need to understand that it doesn’t hurt to turn down a prospect or client’s request. What you have to do is to give them clear reasons why your team is unable to comply with the request. By doing this, you’ll also give scope limitations to your prospect or client. In fact, you can still provide them with alternative solutions.
4. Not following up with leads immediately
One of the most common sales mistakes sales reps make is forgetting to follow up with leads. It’s true that contacting them too often may annoy them, but delaying your follow ups will only make you lose potential clients.
Therefore, it is important to schedule your follow ups. With ClickWork Sales Management System, you can schedule your sales activities including your follow ups. It automatically reminds you to follow up on quotations so that no more qualified leads are neglected.
5. Ignoring sales automation software
Not adopting an automated sales management system is perhaps the most silly yet avoidable sales mistake. Many companies think that this system is an unnecessary, expensive investment.
However, with a sales management system, sales processes can be simplified. Its sales pipeline management feature helps your sales team track lead status, know which leads to prioritize, define actions for each lead or client, schedule follow-ups, and much more. This system basically allows sales reps to speed up the sales cycles by helping them focus more on high-value prospects.
6. Not learning from previous sales mistakes
Sales reps often feel that their performance is good enough and satisfied with their results, yet they forget to learn from their previous sales mistakes. Getting too carried away is a bad habit that every sales rep should avoid.
In order to increase potential clients and win more deals, sales reps need to perform periodic evaluations. This can be done at least once a month. From here, they will be able to know what needs to be improved, what mistakes can be avoided in the future, and so on.
7. Not meeting the decision makers
This is perhaps one of the most overlooked sales mistakes. Sales reps often assume that no matter who they meet, the sales process should keep going. But the problem is that they only talk to non-decision makers, which lead to waste of time, money, and energy. Doing this continuously will only slow down the sales cycles.
What sales reps should do is talk directly to decision makers to speed up buying decisions. If done consistently, lead-to-customer conversion rates can be improved. And if the leads decide not to buy, sales reps can immediately shift their focus to qualified ones. In essence, the sales cycles can be shortened as well.