We all want more sales conversions, but many times we wind up being our own worst enemies in this area. Mistakes are easy to make here, and often irreversible. So in the spirit of continuing to learn the craft of conversion, let’s look at how we can avoid making mistakes we can do something about.
Not listening - Many times people spend far more time talking than listening. This is a big problem in sales calls. Not only do you need to hear what they are saying and decipher exactly what they really want or need, you also don’t need to spend a lot of time talking about yourself, as they likely don’t care!
Can I have a solution please? - Giving your prospect a solution to their problems needs to be the primary focus during your sales call. All the bells and whistles your product has won’t matter a bit if it doesn’t solve their problem. If it’s obvious your product isn’t what they need, offering what you know even about another product will go a long way toward building trust, and pay off later on.
Not being prepared - If you don’t do as much homework as you can prior to the meeting, you may find yourself woefully unprepared. Take some time to research the company, the people, and whatever else you can find to determine the landscape you’re walking into. A little familiarity goes a long way.
Not staying focused - While it’s always a good idea to do a bit of relationship building in a sales call, this can backfire if you don’t remember why you’re actually there. Stay focused on the reason for being there, and don’t use up their available time without getting your pitch across without a rush at the end.
Not asking for the sale - While this might seem to go without saying, all too often it comes across as an afterthought or worse, is excluded altogether. Be sure to ask if the customer is ready to make a decision, sometimes early in the sales process, or if they would like to learn more. You’ll be amazed at how many times a sale can be closed a lot earlier than you might’ve imagined!
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