Sales Mistakes: TOP 7

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A deal that seems successful at first glance suddenly ends in defeat. The main reason in most cases is the human factor. Even a successful manager can make gross mistakes in sales, and the company, in turn, will suffer losses.

What are the mistakes in sales and how to avoid them
What are the mistakes in sales and how to avoid them

Presenting the product's benefits and ignoring the customer's needs
All sales are based on the needs or "pains" of the client. The manager does not sell a product (service), but offers a solution to the problem. He needs to clearly understand what product and why the client needs it. The problem must be addressed as accurately as possible, otherwise no presentation will help, and the meeting will turn into a waste of resources. It is pointless to talk about advantages if you do not know what purpose the product should fulfill for the client, and how it will help solve the problem.

Inability to build and maintain relationships
The customer should not feel pressured to armenia email lis make a purchase. Showing interest and learning more about the customer's business is a good approach to establishing a relationship. In this case, the customer will look at the seller not in terms of one product or service, but as a representative of a company with a whole portfolio of products. This is how long-term relationships between the company and the customer are initiated.

Failure to observe selectivity
You can't sell to everyone. It's the manager's job to find the person who really needs the product. Who is your target audience? Selling to everyone is an amateur technique that is launched during a period of complete calm, which brings a short-term effect: after a series of intensive "foisting" comes a period of disappointment, returns and massive negative reviews, and this inevitably undermines the company's reputation.

Defining your audience, targeting the "right" people, and developing a quality sales strategy is a successful technique for a manager. Look for your client, refuse to do business with someone else's.

Avoiding personal negotiations
Limiting meetings to phone and email is not a correct approach to sales. If a manager refuses personal contacts, then he or she is not striving to develop business relations. If the company expects the client to invest in the products, it is fair that the manager finds time for a personal meeting.

Personal conversations allow you to focus on the customer's needs and the benefits of the product, help to discuss the deal in more detail and build the trust necessary for any relationship.

Avoiding personal negotiations

Offer only one option
If you do manage to get to the business proposal stage, you can potentially do harm by making a one-sided offer. Customers will not find this helpful, as it will seem like you are cornering them and forcing them to accept a recommendation. This will only push the customer away and make them look elsewhere for the product. However, by putting a number of offers on the table with different circumstances, solutions and price levels, you demonstrate that you are taking the customer seriously and are fully committed to meeting their needs.

Putting pressure on the client or “foisting” at any cost
Pressure on the buyer is one of the main prohibitions in sales. It occurs due to the impossibility of working with objections efficiently. Some sales representatives confuse working with objections and assertiveness, which is likely to push the buyer away. These are sales mistakes that are easy to avoid.

To make any important decision, people need time to think about and decide on their options. An experienced manager sets clear deadlines, demonstrates understanding, and is prepared to answer questions and overcome objections that arise during this period.

Inconsistency with other company teams
The sales team is often disorganized and works in isolation from other departments, especially the marketing department, with whom it shares common goals: generating and converting leads into mutually beneficial cooperation. Uncoordinated work creates friction and does not allow both departments to work towards achieving common goals, helping each other develop a sales growth strategy, implement it, and influence the company's sales revenue.

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