The 8 Biggest Mistakes in Sales

The 8 essential selling principles that most sales people and sales organisation either get wrong or don’t implement are: 

1. Not selling the solution

People and companies buy things only in an attempt to solve a problem. Sales people spend too much time on the offer rather than assuring the buyer that the product, company and individual will solve the problem. 

2. Too dependent on the “sales presentation

You being present is more important than the presentation. You want a great presentation, but never become so dependent that you are unable to know what is important, who the influencers are and when you are getting the buy in and when you are not.

3. Not asking the hard questions

Sales people miss opportunities to build trust by not asking the hard questions. This either comes from naivety or a lack of proper training to truly get in communication with the client.

Ask these questions: "How do you feel about our price?" "How do you feel about our term?" "Why would you do business with me when you have done it with our competitor for so long?"

If you don’t get the answers to the hard questions you will find yourself not closing deals.

4. Believing price will solve your clients' problem

Do not be tricked by thousands of buyers who said "price is the only issue." Your buyer may seem obsessed with price, demands your lowest price and claims the budget cannot be violated. Despite all this, every one of them will pay a higher price.

5. Presenting without the intention to close

You have to present with confidence, not arrogance, and set the stage early that you know your product can solve their problems.

6. Waiting until the end of the presentation to share the price

Most sales people make this mistake because most of us were taught to build value, then show the price. This results in a buyer that, no matter how intrigued they might be by your presentation, is wondering the entire presentation what the cost is. This results in your presentation being interrupted over price rather than the customer being able to evaluate what your product or service will do and how that relates to the price.

7. Ignoring influencers

Ask, "Who else other than yourself will influence your decision or that you would like involved?” Find out why they are important to the decision and what is most important to them.

8. Using a free trial to close a deal

Free trials without some timeline and commitment to invest money and energy almost never work and become cash flow problems for the company that offers them. Grow up and close the deal or go get another customer, because free will break your company.

Source: Entrepreneur.com