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How to Avoid Sales Mistakes

Guest post by: Drew Stevens Ph.D.

Article Overview: There is an overwhelming concern about productivity and profitability in today's organizations. With this final concern is ever more important for selling professionals to be as efficient as possible. Efficient selling agents help to lessen labor while bringing more revenue to the organization. The problem however is that many selling professionals commit numerous errors throughout their day. This not only slows down the selling process but also lessens the ability for sales teams to meet their targets. More importantly, these issues affect revenue.

How to Avoid Sales Mistakes

There is an overwhelming concern about productivity and profitability in today's organizations. With this final concern is ever more important for selling professionals to be as efficient as possible. Efficient selling agents help to lessen labor while bringing more revenue to the organization. The problem however is that many selling professionals commit numerous errors throughout their day. This not only slows down the selling process but also lessens the ability for sales teams to meet their targets. More importantly, these issues affect revenue.

Let me be clear proper selling skills help with the following:

1. Morale and productivity - When salespeople are hitting their targets company morale is higher which therefore correlates to hire workforce productivity.

2. Efficiency - Less mistakes yield higher workforce efficiency.

3. Confidence - When individuals feel confident about their facilities there is fewer margins for error.

Now let me be clear these are not the only issues that revolve around problem-solving skills. However, being apprised of them allows sales managers and their staff to become more aware on avoiding daily work place errors. After all, the purpose of selling is to work efficiently to create customer centric relationships and keep the lead generation pipeline full. Simply put the more efficiency the more relationships.

There were numerous things that salespeople can do to help avoid sales mistakes. Here are just a few:

1. Trusted Kinship - Selling is not a transactional process. Its purpose is to develop a trusting relationship with proper buyers. Some professionals must be a trusted peer. This takes time. Rushing the relationship for the benefit of a sale will destroy community.

2. Self-development - Simply put, 80% of most selling professionals take little time to invest in self-development. Many await their own organization to invest. Selling is a profession. Similar to the athlete that exercises during the off-season a selling professional must maintain his/her craft.

3. Preparation - There are some selling professionals that get stumped after they say "hello". The best selling professionals are well versed in their customer's business. They have studied current events, annual reports and competitive analysis to engage in provocative conversation.

4. Organization - Sales mistakes are avoided when selling professionals are well organized. Great professionals realize that time is money and it is their most precious asset.

5. Value - Selling professionals must sell based on value not price. Therefore selling professionals must create the perception by getting the prospect emotionally tied to the product or service. Consumers make emotional decisions.

6. Customer Service - Sales mistakes are avoided when sales agents realize customers are their most prized possession. In fact, sellers must realize that customers are the purpose of their business and not an interruption of it.

7. Passion - One of the most vital elements in avoiding sales mistakes is to love the products and services sold. Without passion there is little emotional connection and conviction that consumers realize.

Mistakes occur to anyone in the field of play. Similar to an athlete that no longer hits homers, or those that cannot throw touchdowns; sales agents must return to fundamentals. Routines foil mistakes. They ground you while keeping issues simple. If you find yourself error prone seek council from the list and develop routines that take you from spectator to the field of play.

© 2011. Drew Stevens PhD. All rights reserved.

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Article Tags: sales mistakes, sales skills, sales tips, selling techniques



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