News & Articles

A few of the most common sales mistakes

Everyone makes mistakes, right? Many people accept this as a fact of life, and for the most part it's true. But, while this philosophy might be okay for day to day life, it's just not good enough in the world of sales. In sales, mistakes cost money. No business can stand to lose money for a substantial period of time or they will soon find themselves closing up shop. That's why a salesman has to be perfect. This may sound difficult, but a salesman who fails to make the sale is not doing his job. He must develop the skills necessary to make good on his title, and he must start by eliminating all of the mistakes that he's making. Here are a few of the most common sales mistakes:

Not being prepared
For most salesman this is mistake number one, and it's a mistake that they can't afford to make. Not being prepared is starting off with the wrong foot forward, and it will show through almost every minute of the sale. Any salesman who thinks he is just going to waltz in and steal the show is kidding himself. He must do a careful assessment of himself, his services, and his customers. Only when he has all of the facts one hundred percent straight will he be able to lead the sale in the right direction.
Wasting time on unqualified prospects
This is a mistake that's easier to fall into than it seems, and it can drain away a lot of valuable time and energy. The salesman must be sure that his prospect is attentive, qualified, and ready to buy. He shouldn't waste too much of his time if the prospect isn't taking him seriously. The salesman must also be certain that the person to whom he is speaking is the prospective buyer. The buyer, whether he uses the services or not, is the one to whom the salesman must sell. Some salesmen will waste all of their time pitching to the children or other individuals who will use the membership, only to find their sale snatched away because they didn't sell to the buyer.
Poor telephone skills
Not putting enough work into these skills will cost them a lot of business in the end. No one will want to buy from someone who is rude or abrupt over the phone. Most customers interested in the school will phone before they visit. The school must not scare off these prospects before they even get in the door.
Poor personal presentation
Any salesman who fails to present himself properly will find his sales walking right out the door. A poorly dressed salesman, or one who ignores his customers by taking phone calls or running out of the office stands no chance of convincing anyone that his services are worthwhile. A customer wants a salesman who has taken the time to prepare himself and who will take the time to give the customer his full attention.
Failing to listen
It is not the salesman's job to talk. The salesman's job is to listen and to respond. Customers will know when they are being ignored, and they will respond by ignoring in turn. More than anything, the customer wants to be listened to, even if what he says doesn't seem one hundred percent relevant. The salesman must learn that everything the customer says is important. Any detail can potentially be turned around to create a sale.
Rushing it
Hitting things off with the customer can be tough. Developing a bond with the customer is the skill of striking a delicate balance. If the salesman moves too quickly then he will lose the customer's sense of trust. A salesman who rushes through things will seem either shady or non-attentive. Either way they will make the customer feel suspicious. The salesman must let the relationship develop at a slow, natural pace.
Failing to customize it
If the salesman fails to customize his sale, then the customer will feel as if he is being read to from a cue-card. The salesman should make each customer feel special. They must all feel like they are receiving a membership that is designed especially for them. This will generate a sense of satisfaction that will ensure the continued membership of each customer.
Not getting a commitment
The salesman must get a commitment out of the customer. This may not mean getting the customer to sign the membership. It can be as simple as confirming an appointment or setting up a trial lesson. Either way, the salesman must get the customer to make some sort of commitment. This commitment is what the entire relationship is based on.
Not following up
The sale does not end when the customer walks out the door. The sale is an ongoing process that must be pursued on a consistent basis. It is the salesman's responsibility to follow up with the customer. Just because the customer doesn't call back, doesn't mean he's not interested. The customer has interest, and the salesman must pursue it.

<<Back