Analyze your process and turn to success.
7 min read
With the kind support of Aimee Tariq
- Learn to listen.
- Selling is not a game and you are likely to make these mistakes.
- Gain confidence and achieve your goals.
All new salespeople experience setbacks in their first sales calls. This is both an art and a science, and it is true that practice makes perfect. However, if you keep losing sales, it can be a tell-tale sign that some fatal mistakes are being made. according to Pipedrive“Statistics show that around a third of all salespeople do not achieve their quotas on a permanent basis or from time to time.” Building on these mistakes, you can see a massive ROI in your company as well as an increase in your sales confidence!
The truth is, many salespeople never analyze their process to see if they are making mistakes. They assume they are fine because they have learned from their sales managers or from some books. You may have heard the popular notion that “Selling is a numbers game” or that hardworking and persistent salespeople win by calling new prospects over and over again. This spreads the (false) notion that any prospect only needs to be convinced to accept and buy. Selling is much more complex. So, consider whether any (or all) of these four mistakes are affecting your ability to close deals.
1. You are more concerned with speaking than listening
Many sellers start a sales call believing they only have a few minutes to share all of the information relevant to what they are selling. So they start a full monologue that fits into every detail and function that they can. Sounds familiar? Talking to the prospect seldom leads to a closed sale unless the person has already decided to buy before calling.
Rather, a tactful sales pitch is about how much you listen. Active listening is a technique in which you focus on what is being said in order to better understand the speaker. Instead of speaking, spend the qualifying portion of the phone call listening to specific concerns and questions from the prospect. It goes beyond mentally jotting down everything relevant to the sale. Active listening also includes listening to markers, e.g. For example, nodding your head when you are on a video call or in person, and asking open-ended questions for more information. This makes the potential customer feel better heard and understood.
2. They assume that you know what the prospect needs
Even if the prospect brought you up about the call and expressed interest, it is never recommended to accept the sale or to know what the prospect is looking for. 7th Level Communications’ Jeremy Miner, who teaches a behavioral science-based sales method, says people don’t like being told what to do.
“Imagine you are on the phone with a salesperson who says something about you that is not entirely true or entirely false,” says Miner. “How would you feel? Would you trust this seller?” This mistake extends to “taking over the sale,” which means you need to make another appointment or get your credit card information before a decision has been made, especially if you are selling in a complex sales environment. Instead, Miner encourages “dialogue in which the prospect speaks 80 to 90 percent of the conversation so that they can convince themselves by speaking out loud about their problems and possible solutions.”
Use this technique and active listening to ensure that you take careful note of their concerns and do not accept anything about them until they tell you, and most importantly, themselves that they need what you are offering them.
3. You are trying to close too soon
Selling is a numbers game or accepting the sale. Trying to close the sale too early in the conversation almost always leads to objections and rejections. If you asked the right questions at the right time in this sales pitch, they will convince yourself that you can solve their problems and help them get the results they want. You should never be the one to push it. Why? Because the conversation might come at a good time when you answer the prospect’s questions and they are preparing for the idea of a potential purchase.
Hopping to the end, especially if you use a cheesy old school closing technique, will make you appear aggressive which breaks the trust you have built in the prospect up to this point. It seems like they’re just one more phone number on your list and you’re rushing to the next one. Instead, ask commitment questions. These help them get to the next step and then the next.
4. You forget (or not) after the call
Just because a first call doesn’t end in a deal doesn’t mean the prospect is a dead end. When you have asked questions about engagement, they will make smaller decisions with you that will help them make the final decision about purchasing their solution. This is what makes the difference between the best sales and the lowest.
With that in mind, consider how long the selling is. Try to develop a relationship with the prospect and get to know them by actively listening to them and letting them speak out loud. Never assume they know what they need and ask engagement questions that will help them move through the sales process (unless it is very clear they are not interested and never will be) . If you correct these four common mistakes, the more likely you will hit your quota this quarter.