Sales: Common Mistakes To Avoid

The Sales & Selling workshop on April 13th will help you avoid making similar mistakes, by improving your sales techniques and approaches.

Sales & Selling
•    Tuesday 13th April 2010 
•    From 14:00 – 18:00
•    1 afternoon
•    Venue: National College of Ireland, IFSC
•    €30

Click here  to book online

Here are the most common sales mistakes that people make:

Sales Mistake # 1: Allowing a prospect to lead the sales process. The best way to control the sales interaction is to ask questions. This is also the best way to learn whether or not your product or service meets the needs of your prospect. Quality questions that uncover specific issues, problems, or corporate objectives are essential in helping you establish yourself as an expert.

Sales Mistake # 2: Not completing pre-meeting research.  Invest the time learning about your prospect before you call them and before you try to schedule a meeting.

Sales Mistake # 3: Talking too much. Too many sales people talk too much during the sales interaction. Try and get the potential client to talk about his/her business. By doing this, you are able to determine the most effective strategy for that prospect.

Sales Mistake # 4: Giving the prospect information that is irrelevant. Make the most of your presentation by telling the prospect how they will benefit from your product or service.

Sales Mistake # 5: Not being prepared. When you make a cold call or attend a meeting with a prospect it is critical that you are prepared. This means having all relevant information at your fingertips including; pricing, testimonials, samples, and a list of questions you need to ask.  Create a checklist of the vital information you will need and reviewing this list before you make your call. You have exactly one opportunity to make a great first impression and you will not make it if you are not prepared.

Sales Mistake # 6: Neglecting to ask for the sale. If you sell a product or service, you have the obligation to ask the customer for a commitment, particularly if you have invested time assessing their needs and know that your product or service will solve a problem. Many people are concerned with coming across as pushy but as long as you ask for the sale in a non-threatening, confident manner, people will usually respond favourably.

Sales Mistake # 7: Failing to prospect. This is one of the most common mistakes independent business make. When the economy was in better shape, many people stopped prospecting, thinking that the flow of business would continue indefinitely. However, the most successful sales people prospect all the time. They schedule prospecting time in their agenda every week.

Book your place on the ‘Sales and Selling’ Workshop today – places are limited

Source: Kelley Robertson, www.about.com

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