The Top 7 Sales Blunders

We all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in this article even though I have been teaching this stuff for almost a decade. I hope you can learn from them.

1. Allowing a prospect to lead the sales process. The best way to control the sales interaction is to ask questions. This is also the best way of learning whether or not your product or service meets the needs of your prospect. Quality questions that uncover specific issues, problems, or corporate objectives are essential in helping you establish yourself as an expert.

2. Not completing pre-meeting research. After several weeks of voice mail I finally connected with my prospect and scheduled a meeting. Unfortunately, I entered the meeting without first researching the company. Instead of presenting a solution to an existing problem, I spent the entire meeting learning fundamental information, which to senior executives, is a complete waste of their time. This approach is one of most common mistakes. I have received countless phone calls from sales people hawking their wares and trying to sell me 'stuff' I have no need for. As a sole proprietor, I do not need a complex telephone system, additional employees, or an automated payroll system. Invest the time learning about your prospect before you call them and before you try to schedule a meeting.

3. Talking too much. Too many sales people talk too much during the sales interaction. They espouse about their product, its feature, their service and so on. When I first bought carpet for my home I recall speaking to a sales person who told me how long he had been in the business, how smart he was, how good his carpets were, etc. But this dialogue did nothing to convince me that I should buy from him. Instead, I left the store thinking that he did not care about my specific needs. A friend of mine is in the advertising business and often talks to prospects who initially request a quote for a specific advertising job. Instead of talking at great length about the ad agency's experience and qualifications, he gets the potential client talking about her business. By doing this he is able to determine the most effective strategy for that prospect.

4. Giving the prospect information that is irrelevant. When I worked in the corporate world I was subjected to countless presentations where the sales person shared information that was completely meaningless to me. I don't care about your financial backing or who your clients are. Make the most of your presentation by telling me how I will benefit from your product or service until I know how your product or service relates to my specific situation.

5. Not being prepared. I remember calling a prospect expecting to receive his voice mail. That meant I was completely unprepared when he answered the call himself. Instead of asking him a series of qualifying questions I simply responded to his questions, allowing him to control the sale. Unfortunately, I didn't progress any further than that initial call. When you make a cold call or attend a meeting with a prospect it is critical that you are prepared. This means having all relevant information at your fingertips including; pricing, testimonials, samples, and a list of questions you need to ask. I suggest creating a checklist of the vital information you will need and reviewing this list before you make your call. You have exactly one opportunity to make a great first impression and you will not make it if you are not prepared.

6. Neglecting to ask for the sale. I recall a participant in one of my workshops expressing interest in my book. I told him to look through it but at no time did I ask for the sale. Later, I heard him express this observation to other participants in the program. If you sell a product or service, you have the obligation to ask the customer for a commitment, particularly if you have invested time assessing their needs and know that your product or service will solve a problem. Many people are concerned with coming across as pushy but as long as you ask for the sale in a non-threatening, confident manner, people will usually respond favorably.

7. Failing to prospect. This is one of the most common mistakes independent business make. When business is good many people stop prospecting, thinking that the flow of business will continue. However, the most successful sales people prospect all the time. They schedule prospecting time in their agenda every week.

Even the most seasoned sales professional makes mistakes from time to time. Avoid these blunders and increase the likelihood of the closing the sale.

Copyright 2004, Kelley Robertson

About The Author

Kelley Robertson, President of the Robertson Training Group, is a professional speaker and trainer on sales, negotiating, and employee motivation. He is also the author of "Stop, Ask & Listen ? Proven Sales Techniques to Turn Browsers into Buyers." For information on his programs, visit his website at www.RobertsonTrainingGroup.com. Receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his 59-Second Tip, a free weekly e-zine available at his website.

---

The Rock and Ripple Effect: 3 Ways to Splash to Sales Success

Imagine you've just thrown a rock into a pond. SPLASH!... Read More

11 Powerful Methods of Sales Lead Generation

Are you searching for new and innovative ways of sales... Read More

What You Can Learn From The Movie Business

Maybe everything you need to know you can learn from... Read More

How a Best Buy Sales Clerk Taught Me the Simple 6 Step Formula to Close ANY Sale!

Follow this story...I went to Best Buy today to get... Read More

Are You a Sales Professional?

Many sellers like to describe themselves as professionals, but what... Read More

5 Steps to Selling Anything Technical

One of the most difficult things we deal with as... Read More

Mortgage Leads Are Like a Box of Chocolates

Mortgage leads are like a box of chocolates, you never... Read More

The Pipeline: Curious, Desperate, Inspired?

You do have a "Pipeline" don't you? You know, the... Read More

Increase Sales - Overcoming Barriers

Ever thought to yourself, "If only my team members would... Read More

Sales and the Law of Attraction

I'm about to challenge your belief system, or at least... Read More

The Golden Week of Selling

Have you ever heard of the Golden Hour? I live... Read More

Need A Sales Boost ? Try These!

The telephone is still the best and most effective way... Read More

Get Leverage & Increase Your Sales Results Immediately!

Have you ever started something and not completed it? Or... Read More

Leverage Avoidance Values for Irresistible Selling

What are values? Values are filters that everyone uses to... Read More

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or... Read More

The Truth About Sale Success!

Bill Brooks of The Brooks Group wrote an article several... Read More

How to Build a Repeat Client Base in Automobile Sales

Here is a question I recently received from a young... Read More

Shout At Your Customers - Theyre Hard of Hearing!

Some people say we live in the Information Age.I call... Read More

Being Politically Correct When Selling Can Cost You Sales

In our culture it is basically un-American for a prospective... Read More

Boost Your Sales With These Proven Responses

When five years ago I was faced with having to... Read More

Do You Have to Be Aggressive to Make Sales?

A few weeks ago I was onsite at a company... Read More

Prospecting: Not A Wild Goose Chase... Its A HUNT

Prospecting for future customers can be fun if you approach... Read More

7 Safety Tips Every Realtor and Door-to-Door Sales Professional Need to Practice

These are the top 7 safety tips that criminals don't... Read More

Top 7 Psychological Triggers For Unlimited Sales

Did you know that there are specific psychological triggers you... Read More

Marketing Vs. Sales

Marketing and sales co-exist and work in tandem beautifully if... Read More

The ?Shocking? Sales Strategy of Saying THANKS!

I would like you to begin thinking of mailboxes in... Read More

Top Ten No Money Promotion Ways That Create New Clients and Fast Sales

Better than offline promotion such as press releases, talks, or... Read More

Sales Leads: 10 Sure Fire Ways To Unleash An Avalanche Of Sales

If you knew a few sure fire ideas that have... Read More

Body Language, Five Key Ingredients

When making your living in the sales industry, and working... Read More

Eliminating Objections to Increase Sales

You want to increase the flow of sales revenue, but... Read More

Do You Want To Sell More? Then Stop Trying To Be Everything To Everybody!

I know you've heard this a thousand times, but from... Read More

Top 5 Characteristics of Great Salespeople

I am a big believer that great salespeople generally realize... Read More

You CAN Be a Great Salesperson!

When you are in sales, you have the choice to... Read More