Whether you’re selling widgets, advertising, coffee or print services, your organization would cease to exist without sales. Today, there is so much competition both in the “real” world and online that closing a sale can be difficult. Many salespeople may be making mistakes that could be jeopardizing the close without even knowing it.
Here are six common do’s and don’ts of selling that can increase your closing ratio and generate more revenue:
- Don’t jump to conclusions – When working on a sale, start by gaining an understanding of your prospect’s needs. You may have the perfect solution, and can adjust your pitch to emphasize the advantages and ability of your product or service to meet their needs. Let your prospect do the talking, actively listen to their needs and adjust.
- Never put the sale before the customer – Of course your ultimate goal is to close the sale. But if your customer suspects that this is your ONLY intention, the relationship could be over before it begins. Your goal is always to address your customer’s pain points, satisfying your customer’s needs and providing value. Your best chance for future sales is an existing customer. Build lasting relationships by always putting the customer first.
- Not listening – Selling to your prospect is difficult if they can’t see the value in your product or service. Start by listening to your prospect’s pain points and needs. By listening closely, you can position your product or service to properly meet their needs and offer real solutions.
- If you don’t know the answer, don’t say you do! – Lying creates distrust. Just don’t! Instead, if you don’t know the answer to a client’s question respond with “that’s a great question! Let me ask the experts at my company.” Your client will appreciate your honesty and the gesture can build trust and respect. And, it protects you from giving false information or making a promise you can’t keep!
- Not using the leverage your client’s website and social media has to offer – Today, you have more access to information than ever before. Social media platforms like LinkedIn and Facebook can give you a sales edge. Research your client before you make the call. Visit their website and engage with them on social media. This can help you to know exactly what their needs are before you meet. They’ll be impressed with your knowledge of their business and you’ll form an instant bond.
- Not asking for their business – If you don’t know what you want, how will you know when you get it? Don’t go into a meeting without a clear idea of the ideal outcome. You need to be clear when interacting with your prospect. Ask for the sale, and ask for what you need after the sale. For example, “will you be signing and sending the proposal over today?”
Is your sales team guilty of making these common mistakes? Give the experts at ARLINGTON a call to learn more about our online sales training for Managed Print and Managed IT sales reps!
