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7 common mistakes that most sellers do

Even sellers with decades of experience as a salesperson sometimes makes mistakes. Smart sellers are always looking to keep their knowledge of selling more stringent and therefore it doesn't matter if you're a new seller or if you have worked your whole life with the sales - these tips are still good as a reminder for everyone.

Seven common sales errors:

1. You allow the customer to control too much during the sales process
The absolute best way to take control of the sales process is to ask questions to the customers. It's also the best way to learn if what you are selling suits your customers. Asking quality questions to your clients that reveal the customers 'problems and desires, makes it easier for you to become the customers' own expert and that's what customers want.

2. You are not sufficiently prepared
When you call or visit a potential customer it's important that you have done your homework properly. That means you have to have as much relevant information about the customer and his/her situation as possible. Of course you also need to keep an eye on prices, to present references that show what other customers think about what you sell. You only have one chance to make a good impression. Make sure to take that chance. A lot can go wrong anyway, but if you are prepared and give it your very best, you can fail knowing that you did everything you could and that there was nothing more you could have done.
  3. You talk too much
Many salespeople talk too much during sales presentations. They babble on about their products, about what they can do, their service and about how good it is for all eternity. Your job as a salesperson is to point out the most important issues and then let the client talk (by asking him/her questions ).

4. You provide your customers with irrelevant information
Don't give your customers meaningless information that they are not interested in. All you need to inform the customer about, are the benefits of what you offer and how those benefits work so well in their situation.

5. You don't ask for an order
If you sell a product or service, you must ask the customer specifically for an order, especially if you have invested the time to find out their needs and know that what you offer will help them. Many new sales people sell act as if they feel intrusive, but as long as you ask kindly and with self-confidence, you will get the respect that you need to take your relationship forward.

6. You don't hunt for new customers
When all goes well it's easy to ”forget” that you need to look for new prospects. You might think that the flow of new customers will continue by itself, but the fact is that the best sellers are always chasing after new customers and allocate specific time for it. When the times are good for selling, it's also a good time to look for new customers because many prospects are ready to expand. Equally important is that your flow of business gives you confidence and the customers will notice this.

7. You don't know the customer
By ”knowing” I mean that it's the seller's job to understand the customer's world and know what keeps them awake at night, what goals they have, what problems they have and what their business looks like. The sellers who get to know the customer best will also create a feeling of partnership, rather than the feeling of something that is only temporary.

About the author

Stefan Ekberg has worked in marketing for small business for 20 years and has written around 30 books on how small business owners can market themselves with limited resources. . In 2012 Stefan was nominated as Entrepreneur of the Year in Stockholm.

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"The 5 minute marketer" - the book
You run a small business and you want to get ahead of the competition, but how can you give resources to marketing when you're short on time and the budget is tight? The solution is here! The 5-Minute Marketer is packed with 395 tried-and-tested ways to market your business in 5 minutes or less.