The 10 Most Common Sales Mistakes and How to Avoid Them
Here’s a couple of stats to get you thinking; 42% of sales reps don’t think they have enough information about their prospect, and only 13% of prospects think the person they’re in contact with understands their needs. Ever wondered how it got like this? The below 10 points should hopefully show you what to avoid so you’re not just another statistic.
1. Failing to do your research
Any outbound sales agency worth their salt will tell you that if you fail to prepare, you prepare to fail. Research is what it’s all about when you want to maximize your chances of connecting with every member of your audience. If you don’t know what they want, what they need and what keeps them up at night, how are you going to pitch your business to them?
2. Talking, talking and more talking
Whether it’s on the phone or over email, there’s no bigger mistake to make than to bore someone senseless. You want to be precise and concise, and to deliver your message in a truly engaging way. Take a look at this article for example, you’d have been far less likely to read it if it was 20 pages long, wouldn’t you?
3. Endless irrelevant information
We could have found dozens of other statistics and facts to add into our introduction, but we settled on just two. That’s plenty of information to highlight the issue and persuade you to read on, so why add more? Ask any B2B lead generation agency and they’ll tell you that when it comes to key information, less is always more.
4. Not building a pipeline
Building a business is only possible when you build a sales pipeline. You don’t want to have more work than you can handle one week, and then a dry patch the next. What you want is a steady stream of business that allows you to grow organically. If you can implement a personalized outbound sales strategy, you’ll find you get a steady stream of business that ensures you never have a quiet day.
5. Never getting around to closing
Closing is a subtle art form. It requires you to move seamlessly from the pitch to the reason you got in touch, and to do it in a way that doesn’t feel forced or rushed. There’s no bigger mistake than never moving things forward and trying to close. Your prospect will be expecting it, just don’t expect them to force the issue.
6. Overpromising to clinch the sale
Imagine if you were contacted by a B2B sales agency who promised to treble your business in a week. It would be amazing if it happened, but the chances are it’s just sales patter. Your prospects can see through it just as quickly as you just did.
7. Making too many negative claims about your competitors
We all like to think we’re speaking to the best in the business, but that shouldn’t mean you have to lay into your competitors. By all means highlight your plus points and how you make things easier, just make sure you don’t constantly talk about how bad a job someone else is doing.
8. Tired, generic approaches
Starting with a copy and paste style opening won’t help you generate more sales. People want to feel like you’re getting in touch because you can help and that they are special. If you keep it generic, it’s just not going to happen.
9. Trying to bluff it
If you’re asked a direct question and you don’t know the answer, just admit it. There’s no shame in not knowing and the chances are you can easily find it out. Bluffing will only back you into a corner and mean you have to come clean later on.
10. Not knowing when to cut your losses
Last but not least, cut those losses. No matter how hard you try, there will always be people who just don’t want to buy. Don’t fixate on 100% conversions — move on and avoid damaging your reputation by constantly bombarding people. It’s a simple piece of advice that’ll avoid you getting known for all the wrong reasons.
It is one thing to be aware of these sales best practices and it is another thing to implement them. On the outbound side, a lack of time and resources is usually the biggest enemy and that is where Leadable comes in. Book a call with us today to see if we can help your sales team to consistently hit their targets.