You’re a sales rep and you’re at the top of your game. But there’s no room for complacency. To stay at the top you need to avoid some basic mistakes.
It really doesn’t matter how good you are at your job, your sport, your craft, or your profession, there’s one certainty lurking in the long grass, that is, you will make mistakes.
Making a mistake once is a lesson, making the same mistake twice is a choice, and I’m sure you’ll agree, it’s not a very clever choice. Sales reps who make the same sales mistakes repeatedly soon discover that this Groundhog Day behaviour is not just bad for generating results, it’s entirely detrimental to their future as a sales professional.
But, the truth is, that even long-experienced sales reps, who’ve been around the block many times, and who think they know all the ropes, can trip up and fall into bad habits. So, how do you stop this disaster from befalling you?
Perhaps, the best way is to be fully aware of the pitfalls which you should try to avoid, and continuously make a conscious effort to improve your sales profile and technique. Remember, you’re never so good that you don’t need to refresh your sales management training regime and techniques.
These are the most common mistakes committed by both new sales executives and those with many years of hands-on experience.
Shhhhh – Take a Breath
We’ve been given two ears and only one mouth for a very good reason; that is to listen twice as much as we speak. One of the best sales tactics employed by really great sales reps is the art of being a good listener.
It’s easy to feel invulnerable when armed with the best sales CRM software, offering you killer lead capturing avenues, intuitive sales pipeline management, detailed analytics of sales patterns – past and predicted – and instant access to any of your lead’s details, previous sales history, and records of all communication, but – and here’s the rub – if you don’t really listen to what that lead has to say you’re wasting your time.
Some sales reps make the mistake of cold calling with all guns blazing, before even fully understanding if their business or product are a good fit. This is where you should be listening and building up a profile of their personality and of their business; only interjecting to ask the pertinent questions which demonstrate your willingness to gain a thorough insight into their needs and pain points.
You may even need to listen to long-winded personal stories or anecdotes, which you could easily think of as a waste of time. Stories of sick grandmothers, lousy weather, bad business, a sports team underperforming, an irritable bowel, and a whole lot more. But, all of those seemingly trivial ingredients go towards making up a more complete background picture of a prospective customer. Once your meeting is finished always be sure to enter the information from your conversation into your CRM software, enabling you to trigger an initial topic of conversation during your follow up meeting or next communication.
After your initial call or meeting, you can be sure that entering this information into your CRM software will offer you a tremendous advantage during the next stage of your sales pipeline.
I Can Sell Anything Syndrome
Knowing when you can’t sell, or shouldn’t sell, is every bit as important as clinching another lucrative sale. If your prospect has spent too much time deliberating over your product, or if you feel they’re not a right fit for your product, it’s time to move on. Your time is better spent elsewhere, seeking out those prospects who really are a mutual fit. Top CRM software, like Teamgate, help you to prospect for right-fit leads; saving you time, effort and money into the bargain.
Sales reps who are ‘doing the figures’ are quite often over-selling, much to the detriment of both the customer and the sales rep’s company. Selling bad-fit products, selling without integrity, and selling without honesty are some of the worst things that any sales rep will ever do in order to capture a sale. Smart CRM management software and personal intuition can help avoid these damaging scenarios and help drive you faster towards the desired outcome.
Prospects and their Pain Points
One of the best traits of great sales reps is the ability to identify pain points in a business. Years of experience, along with one eye firmly fixed on the future, allows them this superpower. But, the prospect may not be a superhero just like you, their businesses may already have, or be about to face, problems and pain-points without them even realising it. Less than 10% of companies even know that they have pain points.
That’s where you come in – well, you, your sales experience, and the power of your sales CRM software, to be precise. By listening to the prospect’s concerns you can learn more about how to surmount the problem, or even avoid it completely. As a top sales rep it’s your job to try to educate the prospect as to whether they themselves are experiencing a problem, or is this problem part of a bigger picture within the organisation, or even the global market. Your experience can help you answer these queries for your prospective client – thereby instilling confidence in you, and your product. Your sales CRM software can help with analysis of past, present and future sales and trends and use the metrics to offer a solution – providing that a perfect sales/prospect fit exists.
Never forget, you’re the expert, and people tend to prefer to deal with experts. Especially experts who can read the future, or at the very least, diagnose their pain and ease that pain, or ultimately offer a complete cure.
Who Do You Work For
You know the scene well. You’re driving between meetings when your phone rings, it’s a prospect you’ve been trying to onboard for months. With a friendly greeting, he asks if you happen to know where he can source X,Y or Z? After all, you’re in the business and you know everyone? It could help your chances of onboarding this prospect if you can help them out – afterall, helping clients is a hugely important part of the sales process – but here’s the thing; this is the fifth time he’s called asking for advice, but never about confirming his commitment to converting.
Let’s be honest, you really can’t afford to waste too much time on this type of prospect when your time could be better utilised chasing down more genuine leads. Perhaps you can turn this constant request for advice to your advantage and explain how the prospect is experiencing a problem with his sourcing department, and your product can help ease the whole process. You’re not a consultant, your job is to sell. So, you either sell, or you move on.
Honesty is the Best Policy
There is a very very wise saying which should be heeded by all sales reps, ‘A lie can travel halfway around the world while the truth is putting its shoes on”. Heed this advice well.
There are some sales reps out there who have convinced themselves that white lies, half-truths, and hidden problems are all part of normal sales patter. They, quite simply, are wrong. Telling lies, being imaginative with the truth and not disclosing problems are no way to begin a business relationship – and certainly no way to maintain one for any length of time.
If you encounter a problem or sticking point which could be easily overcome with a small lie, and you opt for the small lie route, you can be assured that you are in the process of sharpening the spikes upon which you will eventually impale yourself.
The truth is that most people will respect your honesty and integrity for pointing out a problem or flaw connected with a product, or why it may not be the most suitable solution to the client’s problem. And while the prospect may choose not to do business with you on this occasion, that honesty and integrity will be remembered and spoken about far and wide. You may even – between you – figure out a way to solve the problem to your mutual satisfaction.
Honesty and integrity as the yardsticks by which great sales reps, and humanity in general, are measured. As business people, and human beings, most of us would like to live and prosper with the principle; ‘Whoever is careless with the truth in small matters, cannot be trusted with important matters’.
Now – Go Forth and Sell
Whether you’re a newcomer to sales or an experienced hack; don’t worry too much if you’ve been guilty of one, or all, of these simple mistakes. Most of them are pretty harmless and can easily be remedied, if you are willing to listen and learn, know how to identify the proper customers, recognise their problems and pain points, and help to resolve them. Dishonesty is the only one of these traits whose consequences are more difficult to mend and may take longer – if ever – to recover from.
But, stick to the rules and you’ll see the benefits in no time, bringing you faster conclusions to sales and better interactions with your clients.