We all want more sales conversions, but some times we wind up being our own worst enemies in this area. Mistakes are easy to make here, and usually irreversible. So in the spirit of continuing to learn the craft of conversion, let’s check out how we can avoid making mistakes we can do something about.
5 Mistakes That Can Ruin the Sale
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!
Not providing a solution – Concentrate on providing a solution for the problem the person is wanting to solve, rather than selling your product. If you establish how your product or service can solve their most pressing problems, you’ll be a lot more successful.
Be prepared – Take it upon yourself to do your homework, and understand as much as possible about the company and the person you’ll be talking to as you can. Check out their website, social media pages and Google the people. This minimizes the chance you’ll be blindsided by information you could have easily found out.
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. Remain focused on the reason for being there, and don’t use up their available time without having to rush your pitch at the end.
Ask for the sale – The biggest reason many sales calls don’t convert is they didn’t ask for the sale. Fully understand why you’re there, and don’t be shy about asking for a decision. You just might get a yes!