Even in the best of times, sales can be a bumpy road. In today’s slow economy, when the stakes are higher, avoiding some common mistakes can mean the difference in letting those bumps slow your business to a crawl or cruising full speed ahead.
Common Sales Mistakes (Those Nasty Bumps):
• Fear: Being afraid of the customer’s reaction can cause lost sales opportunities because you don’t find out what the customer really wants. Instead of going into a meeting heavily armed with the perceived right answers to imagined objections, which puts you on the defensive, try to uncover the buying criteria important to your customers. Asking the right questions may actually eliminate those dreaded objections before they surface.
• Taking it personally: We often internalize the customer’s negativity. Again, be proactive rather than giving a defensive explanation to the problem. Address the main issue by fixing your customer’s problem.
• Rushing to Judgment: It is so easy to rush to a solution rather than listening to your customer’s complaints. You should focus all your attention on customer needs. If you cut to the chase too soon without listening, you risk appearing arrogant and having your customer feeling unappreciated. Make sure to take in and consider any information your customer gives you. Once you hear the explanation of the problem, then you can proceed with the process of finding a solution.
• Beating a Dead Horse: How do you know when your customer relationship is not worth saving? When the customer is demanding more time than they are worth and is providing you with little to no business. These types of customers might actually be costing you money.
• Shifting Blame: Many organizations embrace the concept of teamwork. However, when there is a bump in the road it is easy to point fingers. When things go well everyone should share the glory and when things go wrong everyone should share the blame. Pointing fingers only delays resolving customer issues.
• Treating All Customers the Same: Some salespeople have a one-solution approach when it comes to dealing with customer objections. They may offer a lower price or throw in product extras. Having only one approach is a mistake. You are not addressing your customer’s real problem and you end up offering more than your customer really wants. It is a win-win situation if you really listen to what your customer tells you and then go from there.
An effective incentive program is a really great way to keep a sales team focused and confident. The best news is, the presentation of the program itself is as important as the prize. This means there is a way to inspire your team without breaking the bank. How are you recognizing your sales champions?
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