The Dirty Dozen; 12 ways to kill a sale and how to avoid them – Part 2

Continuation of The Dirty Dozen; 12 ways to kill a sale and how to avoid them – Part 1

Tip 5: Stuck in the 19th century

Nowadays, you can find everything on the internet. Not having a website or social media presence can severely damage your company’s brand. It is not enough for you to tell prospects that you, your company, and your product are reputable and worth their precious time when they can go online and check for references, reviews and general information about you. Dive into the 21st century and put yourself out there; the more positive online presence you have, the more you can drive your sales up.

Tip 6: The early bird gets the worm

In an ideal world, you will only have to talk to a prospect once to close the deal. But, in reality you need to have as many touch points as you can with a prospective buyer. Oftentimes, sales reps think the best time to talk to a prospect is when the prospect is on the hunt for a solution. Waiting until the prospect is ready to buy is often too late. It’s absolutely critical to be on a prospect’s radar ahead of time so they will come to you when they are ready to buy. This decreases the ‘sales factor’ where you are pitching with no foundation, and it increases the rapport you’ve built and ultimately your reputation.

Tip 7: Quota < Prospects

Never let your quota cloud your vision. While it is important to hit your target numbers, focusing solely on this and forgetting that your prospects have needs that should be addressed will instantly ruin your sale. It is important that you find a way to balance your prospects experience and the pressure to hit your numbers. In the long run, you’ll find that as you hone your process, you will spend less time worrying about the quota because you’ll naturally hit your goals more often.

Tip 8: Under-training and inexperience

Sales is a notoriously difficult field to provide training in. It is less about formal classroom training, and more about experiential training or learning as you go. Don’t be afraid to ask questions – ask your company to allow you to attend conferences; any company who has your best interest in mind will jump at the chance to help you better yourself and grow in your career. In saying that, sales is not a 9-5 job and you need to be prepared to put in the work.

Check back on Friday November 11th for the final part of this series!

 

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