Bad Sales Habits to Avoid
Sure, we all try to focus on the best ways to close the sale, but we might not be aware of common habits that are counter productive to the sale. Here’s a list of some bad sales habits guaranteed to blow the sale and make your sales numbers plummet. Unfortunately, even the even the best salespeople have been known to fall victim. These bad habits should be avoided like the plague.
- Talking More than Listening — Salespeople who spend all their time talking give prospects no opportunity to explain what their true needs are and how to satisfy them.
- Telling More Than Asking —Salespeople who find themselves providing long, drawn out answers to a handful of questions from the prospect are not only losing the prospect’s attention, but potentially their business as well. Remember, the person who controls the conversation is usually the person asking the questions.
- One-Size-Fits-All Presentations — Mediocre salespeople spend their time explaining to prospects how they can offer the same value and benefits as their competitors. Top performers go to great lengths to differentiate their offer, focusing on what they can provide that no one else can. They also tailor their key selling points to each prospect’s specific needs.
- Mistaking Big-Name Accounts for Profitable Ones — Salespeople need to prioritize their time and resources based on which buyers truly provide the most buying potential— not simply those whose companies with the biggest coffers. A stall is a stall is a stall is a stall. Don’t waste time on a large client who you know will never buy.
- Information Overload — Provide prospects with what they need to know to make an informed buying decision and save the rest for a rainy day (or subsequent meeting). Prospects can become easily overwhelmed with too much information.
- Granting Concessions to Seal the Deal — Some concessions that are necessary and positive. But the current state of the economy has transformed far too many salespeople into margin-shaving game-show dealmakers. Concessions set a tone. They can give prospects the impression that they’re entitled to special deals. This mind-set will make it increasingly more difficult to maintain a long-term buying relationship.
- Assuming a No Today Means No Tomorrow — In sales, it pays to be resilient and patiently persistent. Build strong relationships with top prospects, especially those who have strong ties to other suppliers. When/if things go downhill, or they encounter an issue with their current supplier, they will immediately turn to you.