Selling is tough, and even seasoned salespeople can slip up. These mistakes can hurt your business, especially when times are tough financially. Let’s face it, we all have those moments when we’re not at our best and make blunders that make us look like rookies.
Here are the top 10 sales mistakes that can make you seem inexperienced, even if you’ve been in the game for a while:
Acting like you have all the time: Don’t act like you have all day to cater to a lead. Scarcity can motivate customers, so give the impression that your time is limited, making your product or service more desirable.
Slow follow-up: Respond promptly to leads. Use a three-step process: call, email, and text. Contact leads until 8 p.m.
Talking to the wrong person: Know who the decision-maker is before your pitch. Don’t waste time pitching to someone who can’t say “yes.”
Selling to unqualified leads: Don’t pitch to people who don’t fit your customer profile. Know what a qualified lead looks like.
Forgetting post-presentation follow-up: Discuss what happens next after your presentation. Set expectations for the follow-up process.
Mixing up your intentions: If your goal is just to schedule a face-to-face meeting, don’t try to sell your product over the phone. Be clear about your purpose.
Inefficient time management: If you’re scheduling meetings, plan them efficiently. Schedule multiple meetings with nearby prospects on the same day.
Poor tracking: Keep a close eye on your daily activities, especially if your sales process is lengthy. Tools like CallProof can help you track your progress.
Hanging with the wrong crowd: Surround yourself with successful salespeople. Your income potential is influenced by the people you spend the most time with.
Not asking enough questions: Understand your prospects’ needs by asking plenty of questions. This enables you to offer effective solutions.
