No one—not even a VP of Sales—is immune to mistakes. Still, you should be aware of the ones that you’re making when it comes to your sales strategy, and ensure that they aren’t reoccurring or turning into habits. Keeping these reminders of mistakes to be mindful of in your back pocket can help to keep all of your sales calls successful.
After all, the goal is always to turn a customer on the edge, to a client on your side, and avoiding these mistakes can help make that conversion happen!
You’re selling from a place of scarcity. How many times have you seen online businesses, marketers, influencers, etc. saying things like “Only two spots left!” In many cases, it’s a total fabrication designed to make people buy out of fear of missing out. Lies, no matter how big or small, should not be a part of your sales strategy. You want to promote what you have to offer in a way that feels of integrity and that aligns with your true values and mission—and honesty should be of the utmost importance o you because it surely is to your high-value clients.
You’re talking when you should be listening. When you’re doing all the talking, you’re not leaving ANY ROOM for your customer to speak. How are you supposed to learn anything about them if you’re not giving them the time to share their thoughts with you? Your best strategy to learning more about how you can best serve your customer: less talking, more listening. It will be a game-changer.
You didn’t practice your pitch. It can be intimidating making a sales call, you never know how the conversation is going to unfold, you hope to get someone receptive on the other end, and, of course, you hope to close. Before you even pick up the phone—practice what you’re going to pitch—this will help to keep you focused, calm, cool, and collected no matter what pops up on the other end of the line.
You’re forgetting the importance of empathy. Understanding your customer’s struggles is PARAMOUNT to showing them how your product/service can better their lives. Be empathetic to their roadblocks, and show them how your offering can and WILL pave the way to smooth sailing.
You’re too rigid, and not leaving room for real connection. Of course, you want to get your pitch out, and say all of the things you “need” to say, but are you leaving room for real conversation, too? Never forget that you’re trying to build is a relationship. Show your potential customer your humanness in addition to respect, trust, and gratitude, and you’ll likely get that in return. Building that connection and relationship leads to repeat customers which leads to consistent and reoccurring income. It is infinitely cheaper/easier to keep a customer than to get a new one.
If you’re noticing that you’ve been making one of these (or many!) mistakes repeatedly, and need help changing your habits and updated your sales strategy book a 90-minute call with me! I’m here to help!