20 mistakes everybody makes when selling
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The document outlines 20 common mistakes in sales, highlighting the importance of engagement, adaptation, and team collaboration. It emphasizes the necessity of understanding client dynamics and maintaining professionalism, while also encouraging a lighter approach to selling. Key takeaways include effective communication methods and the need to make a strong, genuine connection with prospects.
20 mistakes everybody makes when selling
- 1. 20 mistakes EVERYBODY makes when selling (and they have no idea theyre doing it)
- 2. 1. Focusing too hard on the product Case: Youve secured a meeting and you couldnt be more prepared. You walk in, shake hands, and launch into your fabulous presentation. Wrong! Before anything, talk to your prospects. Spend five to 10 minutes chatting and helping them relax.
- 3. 2. Taking it all too seriously Youre not there to stop famine or human trafficking. Keep it light-hearted.
- 4. Youre not there to be liked or taken out for dinner! People buy from people they respect. B2B selling is about positioning yourself as an expert with a solution to a business problem. 3.Flirting
- 5. 4. Hiding behind emails Its not 1995! If a prospect isnt answering then try contact via Twitter, LinkedIn, Facebook and mobile phones. X People still send blanket emails that go nowhere.
- 6. 5. Not making enough calls Case: Sometimes it takes four phone calls before a prospect calls back. This isnt being stalker-ish! This shows you care that you really want to speak to that person.
- 7. 6. Making too many calls. If they dont call back after eight calls, stop calling. (Youre being stalker-ish.) Change tact.
- 8. 7. Being individualistic Theres power in numbers a team effort always generates better sales.
- 9. 8. Calling at the wrong time Think about which times might suit them best and get in touch accordingly. (9.30am on a Monday is never a good time, FYI.)
- 10. 9. Getting impatient Remember Buffets saying: you cant make a baby in a month by making nine women pregnant.
- 11. 10. Letting the ego lead You have weaknesses, we all do. Recognise them and delegate.
- 12. 11. Not adapting Somebody wants your business, but not quite how youd normally do it? Close the deal and figure out how to deliver it along the way. Learn to adapt and see the solution not the problem remember Darwin?
- 13. 12. Dressing wrong If youre meeting a tech start-up dont show up in a suit. And if youre meeting a high street bank dont show up in jeans! Simple.
- 14. 13. Not preparing Know the business inside out and never be late for a meeting.
- 15. 14. Assuming they are like you The likelihood is theyre nothing like you and they dont want to talk about shopping, football or anything else youve assumed they want to chat about. Find out what their interests are and talk about that. (Even if its cricket.)
- 16. 15. Being themselves It sounds harsh, but showing up to a meeting either deliriously happy, hacked off or uber excited is a no-no. Contain your emotions, chat to your potential customer and work out what kind of state of mind theyre in, and then mirror it.
- 17. 16. Ignoring Twitter Its not going anywhere get on it and start using it.
- 18. 17. Ignoring LinkedIn Also not going anywhere, grow your network and start posting links and updates!
- 19. 18. Answering calls or emails in a meeting It doesnt matter if its Samuel L. Jackson wanting to know if youre free for dinner. Dont do it. In fact, dont take your phone out of your pocket because... ...for the duration of that meeting, the only person that counts is your potential client.
- 20. 19. Losing sight of winning Not just for yourself, but for your team too.
- 21. 20. Taking no for an answer They said no? Then you didnt explain your proposition well enough, thats all.
- 22. Want to know more? Get in touch with us at the Nutcracker Agency... Jenny.Knighting@nutcrackeragency.com @NutcrackerSM