I’ve spent years in sales, and over that time, I’ve noticed some key mistakes salespeople tend to make that can keep them from closing deals. They’re easy to fix and can be the difference between sitting around twiddling your thumbs or experiencing true success. Take a look below and see if you’ve been holding yourself and your success back with any of these common mistakes.
Reason 1: Misguided Intent
One of the biggest reasons I see salespeople not closing deals is focusing on the money instead of providing value to the prospect. Instead of working hard to make the sale for the financial aspect, try instead thinking about how what you’re selling will impact the prospect, then switch your goal from earning money to providing value. Prospects can tell when you’re just in it for the money versus actually trying to help them, so taking a minute to genuinely care about them can make a huge difference. Building relationships based on genuine connections is one of the best ways to sell; people want to feel as though you have their best interest at heart
Reason 2: Cookie-Cutter Style
Another mistake I see salespeople making is treating every prospect the same. Whether that’s rolling from one appointment to the next using your same process over and over again or even going so far as to use a script, there’s a lack of personal connection in many cases that can keep deals from closing. No two people are exactly the same, so why would the exact same sales pitch or process given to the same people be effective? Taking a few minutes to research and connect with your prospect is an effective way to not only separate yourself from other sales pitches but also build a relationship on which you can build trust, further solidifying the sale.
Reason 3: Features over Solutions
Contrary to what may seem like common sense, the best way to sell isn’t to perfectly explain all features of what you’re selling. Potential customers don’t want to hear about what your product can do, they want to hear about how it can solve their problems and make their lives easier. Be able to explain the features, yes, but be able to apply them in a way that paints a picture of the future for your prospect of what their situation could and will look like with your product. Don’t make them do the work – your job is to provide them clarity, which will in turn sell them.
Making these three simple changes to how you sell will not only make you a better salesperson, it will help you to build stronger relationships with clients and prospects alike. This will grow your network of connections as well as give you a bank of social capital to draw from when building on your existing business.