1. Believe that the price is everything and manage the same as the only sales tool. If you as a seller are convinced that you must always discount everything to get someone to buy your product or service, you quickly de-value it, and the prospect perceives a “Let’s make a deal” approach rather than purchasing something with inherent value.
2. Talk, talk, talk without letting the customer is not the way to build a sense of need and urgency with your prospect. Talking non-stop to let the customer know how well you know the product to get them excited and buy, only leads to poor sales conversion. The results obtained are less than adequate and will lead to a multitude of lost deals.
3. Make circus, acrobatics and theater to sell a product or service that meets customer needs. Except for rare cases where someone wants something for pleasure rather than necessity, almost no one will buy things that do not meet a need. Do not attempt to WOW the prospect, but let them move at their pace to understand your product and its ability to solve their current pains and needs.
4. Not taking into account aspects of customer value, as you must listen to understand what their specific needs are and address them. Prospects want to know that your product can help them, not simply perform cool functions.
5. Discussing all of the features the product or service has before you understand what they need. Sell a solution to their problem, do not spend a lot of time discussing what it can do beyond that as the prospect quickly will lose interest as it is out of their scope.
6. Not knowing your strengths. You know you get the most out of your strengths as a seller along with knowing your product / service gives you a competitive advantage. Increasingly, customers are more informed and no time is lost.
7. Not being trained in how to sell. It is very common to ignore the importance of keeping up your selling skills and expertise of sales. Often very often, commercial companies focus their training efforts only on the product and its features. As I said, this will quickly lose the interest of your prospect. Therefore, it is a mistake not to develop the commercial skills that can align customer needs with product benefits or service being sold.
8. Understand the sales cycle and do not attempt to make it fit your need but your prospects needs. Quotas are difficult and time is always of the essence for a salesman, but you must not push your prospect too far too fast or risk losing the deal. It is critical at some point to “ask for the business” but not until your prospect is ready.