If your sales team struggles to meet their sales goals, they may require training to develop their sales approaches. Here are a few of the most common sales mistakes:
Selling features instead of benefits
A strong sales presentation is less about what your product is capable of and more about how your product can alleviate day-to-day challenges. When your customer’s problem is central to your presentation, you can better accommodate their needs. Shifting your focus from facts about your product to the implant or outcome of those facts is vital to providing custom solutions.
You must ask questions and practice active listening to highlight the most relevant benefits to your customer and their needs.
Talking too much
An astute sales representative understands there must be a balance of talking and listening in any sales call. You want to convey all the key benefits of your product but also take the time to understand your customer’s needs. You can achieve this only through active listening!
Opening up the floor for your customer to share their pain points will give you greater clarity on how best to assist them. The information they share will direct your conversation. Active listening can also help you navigate objections.
Not preparing for objections
No sales call will be smooth sailing from start to finish. Your customer has needs, but they may also have valid reasons for hesitating to purchase. Don’t dismiss their objections! Seal the deal by overcoming objections.
Listen to your customer’s concerns, validate them, then circle back and emphasize the benefits that may outweigh their objections.
Not tailoring your messaging
Every customer has a unique personality. Therefore, every customer requires a unique approach tailored to their communication style. While some customers may be relaxed, friendly, and conversational, others may be direct and results-oriented. Knowing your audience is critical to facilitating a successful sales call!
Once you’re familiar with your customer’s personality and communication style, you can communicate in a manner that makes them most comfortable. Sales involves behavior change—encouraging that change is easy when the customer feels they can relate to you.
To encourage behavior change, you must refine your sales approach! Interested in developing your sales teams? Schedule a consultation with one of our professionals today!
