“Doing the right thing is more important than doing the thing right.”
Whoever your idols/leaders are, they weren’t born overnight. It took years of fine-tuning their skills to become the amazing people they are.
While there’s no shortcut for hard work, Oneness wants to help you streamline the process to achieving life’s successes. That’s why we gathered the most secret secrets from the best Reps/Parents/Negotiators (R/P/N) to share with you as you start on your path to becoming a master (R/P/N).
But, as any good (R/P/N) knows, what you want/need do is as important as what you don’t do, which is why we’ve also compiled some of the most common, yet easiest mistakes to avoid.
If you’re ready to start to become like your sales heroes (or even surpass them), nailing down these skills is the first step. Ready, set, go!
Feel like you’ve got a lot to practice tomorrow? Well we aren’t done yet! Instantly jump from sounding like a beginner to a seasoned pro by avoiding these mistakes most new salespeople make.
Sales Mistakes You don’t Need to Make
- Don’t forget to define a goal for meetings.
Every interaction with a prospect or client should have an end goal. Make sure you outline the purpose of every meeting and have a metric to measure your success at the end.
- Don’t be your only advocate.
There’s a limit to how many bold claims you can make about you and your company to a client. Collect endorsements from objective advocates to back you up.
Additionally, don’t be afraid to ask for referrals from other clients. According to the Dale Carnegie Group, 91% of customers say they’d give referrals, but only 11% of salespeople ask.
- Don’t make too many follow-up calls to unqualified buyers.
If a buyer is unqualified or clearly not engaging with you, drop it. Don’t waste time on impossible sells.
Master salespeople take the guesswork out of this step. Use Fileboard to help you track when emails are opened, which attachments are viewed, and how long the prospect spent going through your files. You can use this information to follow up with the prospect with a targeted pitch, now that you know what about your product is interesting to them.
- Don’t forget to listen.
If you listen to the prospect’s needs instead of overselling them you can directly answer how your product can soothe their pain points. Master salespeople believe you need to see, hear, and process that information before speaking.
“Results are gained by exploiting opportunities, not by solving problems.”
- Don’t leave a meeting open-ended.
Remember to set clear next steps that outline expectations and prompt action from both parties. If you leave a meeting unsure of what the next step should be, send a simple and straight-forward follow up email asking for clarification.
- Don’t distract clients with irritating crutch words.
Practice pitches beforehand so you can cut out “umms,” “hmms,” “ers,” and “ahs.” These distracting non-words weaken your argument and lose the client’s attention.
“Salespeople don’t ask the hard questions up-front for fear of making their prospects angry”
- Don’t bail on commitments.
Don’t develop a reputation as a salesperson that lacks follow-through. Build trust by keeping your word, or stop making promises you can’t keep.
- Don’t ignore the budget question.
You can easily waste time pitching a service that’s way beyond your prospect’s budget. Ask questions about their budget upfront so you can determine how high they prioritize your service and you can better tailor your offer to fit their needs.
(R/P/N) is not about getting other people to see your point of view. It’s about getting you to see things from other people’s points of view.
- Don’t use statements instead of questions.
You want your close to be firm, but not ambiguous. After a prospect agrees to work with you, clarify the sale with a pointed question. Don’t assume you know the final deal without confirmation from the decision maker.
In truth, the secret to becoming the ultimate seller is practice, practice, practice. Understand your own process as much as possible and educate yourself constantly.
“There is nothing quite so useless as doing with great efficiency something that should not be done at all.”