Even the most experienced salespeople make mistakes as
everybody does in every walk of life. Here are three common ones...
Pretending. Sales is a
job that carries a target. Often quite a challenging one. Because of this, many
people in sales feel under pressure from expectation and from their managers
too. This means that most salespeople are overly focused on making the sale.
When meeting clients they "pretend" that they are interested in the
client but really their main interest is in making the sale.
Sales superstars are genuinely interested in their
clients. They put their clients and their needs and wants first. They ask questions,
they listen and they try their best to see things from their client's
perspective. You've probably heard the expression "to walk a mile in
someone else's shoes" and that's exactly what salespeople need to do.
When you focus your attention on someone else and
their needs and wants, rather than your own, then their defences and barriers
come down and they share their real thoughts, feelings and opinions with you.
This allows you to tailor solutions and offerings that add more value than
those of your competition who failed to engage as well as you.
Thinking that good enough is
good enough.
We are in a very competitive
market these days and there are still lots of opportunities... but only for the
best. Good enough is not good enough anymore. Clients want to work with the
best. If you want to make sales, lots of sales, you need to give 100% and be
the best that you can be.
Not adding enough value.
To be great in today's economy you need to add
massive value, more value than anyone could ever have expected you to. But
value is not determined by you, it is determined by your clients and the
only way you can find this out is to ask questions and genuinely care about what
your client has to say.
No comments:
Post a Comment