As a salesperson, your skills make or break a deal. You own responsibility for bringing revenue to your company, but if you can’t cut it, you’ll lose a lot more than deals. When the pressure turns up, avoid these 5 blunders to make sure you don’t your company down.

Talking too much
Listening is especially important when you’ve passed a proposal to your prospect. Once you’ve explained your product, it’s your turn to listen to what your prospect needs, and you can’t listen when you’re talking. Make sure you don’t slip up and forget something important a prospect has said about time frame, and don’t push a prospect further once you’ve already agreed to terms. Asking to revise a proposal when it’s in your prospects hands demonstrate poor form and a lack of professionalism.

Not asking for the sale
When a prospect is ready to buy, the only way to get the sale is to ask for it. The prospect is not likely to show up at your desk with a check in hand. Some prospects will ask when and where they can buy, but those occurrences are few and far between. You have to take charge and gently nudge each prospect into making a decision that benefits you both.

Being overly aggressive
A fine line rests between the pushiness required to get a deal to close and the pushiness that shoves your prospect willingly into your competitors’ arms. Don’t cross it. If a prospect tells you they will be out of the office and cannot accept a call for two days, don’t leave voice mails on their cell phones. Read your prospects’ tone and body language to gauge their sentiment, and back off when they send despair signals. Your customers will never return for repeat business if your sales reps turn them off, so apply pushiness wisely to keep them coming back for more.

Ignoring objections
Objections are a part of every sales process – even when a prospect is ready to buy. Not addressing these last minute concerns about price or delivery date is a mistake. You should respond to objections honestly, and provide a good reason why a prospect should move forward with the sale. With the right skills, you can turn objections into advantages.

Focusing on the sale and not the relationship
While closing a sale is arguably the most important aspect of the sales process, building strong client relationships may offer greater benefits in the end (referrals, repeat business, expanded network, etc). You don’t just want the sale; you also want future sales and a long-term customer as well. After the sale, you have to offer excellent customer service and follow-up to nurture the relationship. You’ll make the job a lot easier if you don’t leave customers frustrated with the buying process.

Mistakes happen to every salesperson, but if you notice a trend of losing sales with prospects that were ready to buy, you may be inadvertently making errors. By monitoring what you do and making the effort to improve your sale skills, you will assuredly close more B2B sales.