Every business thrives on selling a product or service and the topic on ‘Sales’ is frequently discussed on many platforms. Companies in the service industry more than ever require employees with professional sales skills in order to be profitable and succeed in the marketplace.
Here are 3 mistakes that salespeople do and which negatively affect their performance.
Not Following the Sales Process
The Sales process is important, as it is a professionally tried and tested process of building rapport, generating interest, presenting customized solutions, overcoming objections, creating urgency, asking for commitments for new business and creating relationships along the way.
Sales people who do not follow the Sales Process fail to excel as they overlook important aspects of the process e.g. not analyzing the marketplace to target clients who will benefit from their product or service or failing to uncover the needs of the potential clients etc
It is important to keep in mind that “Telling isn’t selling”. It is only a step in the Sales process.
Ignoring The Importance Of Building a Pipeline
In the quest of achieving targets and handling their day-to-day activities, many sales people ignore the critical activity of building a pipeline. Poor planning erodes any gains that would have been realized by excellent face-to-face relationship building and good problem solving.
In order to get lasting, steady and predictable business, a Sales person needs to pay attention to planning as it is critical to his/her long-term selling success.
Not Developing Their Business Network
Today’s business environment is not only complicated but also very competitive. The reality is that ‘no man is an island’ and individualism limits a salesperson.
Therefore, to a Sales person networks are a very valuable and if you want to improve your flow of prospects, you should focus on widening your business network. This could include gaining membership and becoming an active member in various professional associations, clubs, churches and other social organizations. Through this type of networking, sales people can develop strong relationships that prove valuable for business prospecting.
It is also important to ensure that you get the most out of your business networks.
Finally, it is important for Sales people to acquire skills on the real selling process and not only on the detail and structure of individual company sales policies.
