The sales industry is a competitive field. A lot of people in sales are always on the lookout for potential clients, who are instrumental to the achievement of sales quotas. Here are slips of many sales professionals that harm their business:
Having limited knowledge of the product
A lot of sales professionals have limited knowledge about their product other than what they memorized as part of the presentation. This deficiency is usually betrayed after a traditional pitch, where clients ask questions about the product. Clients want answers—specifically about how the product can help solve their problems. When sales professionals fail to address such queries convincingly, they lose a deal.
Making a pitch without the intention of closing the deal
When sales professionals start a presentation or a sales pitch, they must make it clear that they intend to close the deal. When sales pros are clear on their intentions, they set the stage early on in persuading the client to buy into the product or service. The intention must come out strong, but not arrogant.
Stating the price later
Most sales people were taught to talk about the value of the product first before saying how much it’s worth. The client will have to wait for the pitch to be finished before they are enlightened about the rates, which can give them second thoughts about buying. After letting the client know about the intention of closing the deal, sales professionals should state the rates first before going full steam with the demonstration. This saves both the salesperson and the potential client time.
Talking bad about a competitor
Talking bad about a competitor will not gain the seller more sales and trusted clients. It will just hurt the company’s reputation. If the company’s only advantage is that they are better than their competitors, the sale most likely won’t happen. Ultimately, if the product does not address a pressing need, its edge over the rest will go largely ignored.