Sales people tend to commit lot of mistakes in their jobs. This PPT highlights some of the major ones they commit. Will be useful to all levels of sales professionals and their managers
5. NOT RESEARCHING THE CUSTOMER
Walking into meetings with little information/ preparation
Not using available data
Customers respect when they understand that you know about them
6. NOT QUALIFYING CUSTOMERS
Going behind every customer in anticipation of business
Be ruthless… Probe…Qualify
Money……Authority….Need
7. NOT LISTENING
Speaking more; listening less
Listening only to respond
Listening with the FMs on
8. NOT BEING IN CONTROL
Sales conversations are directed by customers
The seller has very few influence on how the conversations flow
Trying to reply and not steering conversations
Lack of questioning skills
9. ‘CUSTOMER IS BIG’
‘Customer is Big; I am small’
How can I …………………………………?
If something goes wrong…………………………………………
10. ASSUMPTIONS & OPINIONS
Opinions/ Bias about people or certain things
Come in the way of our interaction
Have an influence on us
Can go wrong
11. PLEASING - AS A STRATEGY
Customers buy from those whom they respect
Or from those who help in value creation or discovery
Pleasing as a strategy works in few cases only
12. FAILING TO ASSESS BUDGETS EARLY ON
Difficulty in asking hard questions on the face
Lack of conviction about Self
13. FAILING TO REVEAL PRICE EARLY ON
Keeping the Price under wraps for long
Customers may not have any clue about your pricing
Both get disappointed in the end
Waste of Time and Energy
14. BECOMING TOO PREDICTABLE/ SAME OLD SALES PITCH
Same old method of sales pitch
Boredom for customers
Reinvent your pitch once in while
Make it up to date and interesting
16. BELIEF IN MATCHING EVERY SPEC OF COMPETITOR
AT A LOWER PRICE
Companies are commercial entities
Choose product and pricing policies
You have little say in that
When you can not accept what your company offers, you will find a reason for
failure
Many sales people are fully convinced about Product and Pricing strategies of their Competitors.
But not of their Companies.