10 things new sellers should avoid doing We all make mistakes from time to time but you can’t avoid them if you don’t know they’re mistakes. In this episode, Donald will share 10 mistakes he’s made so you he’s made so you don’t have to. Mistake #1: Being pushy People hate pushy sales reps. These are the ones that are often associated with being a stereotypical “used car salesperson.” This makes buyers feel like they are being tricked into making a purchase. Buyers nowadays are educated, prepared, and they are familiar with the tactics that sellers use. These days, buyers have different options and can go somewhere else if they don’t feel you have their best interest at heart. Buyers want to move toward sellers who can educate them to make the best decision, as opposed to someone who is trying to push them into an option they don’t really need. . Pushy sellers are those who are trying to hit their own deadlines and quotas without taking into account what’s best for their customer. They have abandoned the whole idea of empathy. Mistake #2: Not listening We’ve all heard that we have two ears and one mouth so that we can listen twice as much as we speak … but not everyone takes this to heart. Donald was taught early on that he should only speak about 30-40% of the time. The rest of the time should be spent listening. New sellers have the notion that the more you talk, the more convincing you get. Actually, the opposite is true. Great sellers spend their time asking effective questions. When you research and come prepared with questions buyers can respond to, it helps them see you’re more engaged. For example, ask questions pertaining to their business or personal interests . It’s during these conversations that the prospect will tell you how to sell to them. Having two ears and one mouth should tell you to listen twice as much as you speak. #SalesListening Mistake #3: Saying “Tell me more about your business” Don’t ask a buyer about their business when there’s so much information available over the internet. Do your research before the meeting. The buyer shouldn’t have to waste their time educating you about their business. You don’t want to be caught less informed than your competition. Instead, ask them questions that pertain to their services and about the challenges their company may be trying to overcome. Mistake #4: Lying Nobody likes a liar. As a seller, you have an idea about what numbers you want to hit. Regardless of what that might be, when the buyer asks for the price, don’t tell them you don’t know if you can give them a margin to work with. Help the buyer make a decision that’s in their best interest by offering great value first, then talk price. If you truly don’t know the answer to a critical question, let them know you’ll get back to them. Just don’t lie. The buyer will appreciate your authenticity. Mistake #5: Not taking No as an answer You want to help people but you can’t force them to get your products or services. Sales work is very much like baseball. Not every swing turns into a home run. Sometimes you’re just going to get to first base or hit a line drive. The same is true with your prospects. You want to give your best but when a buyer says no, you can ask a follow-up question to make sure it’s not a problem you can solve. If it’s just not a good time, don’t be pushy and revisit down the road. Mistake #6: Not knowing the buyer’s true needs It’s best to meet a client with some understanding of their needs and how you can offer solutions or better alternatives. The last thing a buyer wants is to deal with a salesperson who has no idea how to help them solve their problems. Try to understand the pain points of their business. The more you understand them, the more you’ll be able

Ask this episode

“What did the council decide on item 42?” — answered with the speaker and the moment.

Transcript

Related