Most people try doing all the right things not realizing that avoiding the wrong things can have a larger impact on your results.
Below we have pointed out the top seven reasons why salespeople struggle and how to avoid it.
1. Persuading Prospects
Persuading prospects seems like a necessity, but the reality is it's not very effective. Some persuasion tactics are perceived as manipulative.
Instead of trying to persuade and convince prospects, use selling tactics based on human psychology. Speak to what a person already wants and show how your solution is best for solving their problems.
2. Wasting Time on the Wrong Prospects
You can't turn everyone into a customer. The top salespeople learn how to differentiate between those will buy and those who won't.
3. Not Taking Buyer Intent into Consideration
It's important to understand each prospect's buying intentions, ability to afford the product or service, and who makes the final decision. That last one is especially important in B2B sales. Communicating with the decision maker gives you the best chance at landing a sale.
4. Acting on What's Comfortable
Many salespeople handle sales opportunities based on what they're comfortable doing. The top salespeople, in contrast, take the actions that have the highest probability of producing high closing rates. They consistently implement an effective sales process without allowing their emotions to take over.
5. Trying Too Hard to Be Liked
Some salespeople take the approach of building rapport with prospects and try too hard to be liked. Prospects pick up on this and are turned off by it. While it's good to get along with prospects, you should avoid trying too hard.
6. Focusing Too Much on Sales Presentations
Be wary of focusing too much on your sales presentation. It causes you to neglect the needs of prospects.
Always take into consideration their personality, current situation, and what they want. The approach you take for someone with an analytical personality is different than the strategy you use for a prospect with an amiable personality.
7. Unwilling to Learn New Sales Tactics
Previously successful salespeople sometimes begin failing because old sales tactics no longer work. Psychographics and what people care about continuously change. You must keep up with important changes in the world.
Even if you don't agree with the change, you should be aware it exists. Be open to learning about at least some new strategies. You won't need to implement all, but sometimes you need to adjust to a new tactic to succeed in sales.
Now that you know the top seven reasons why salespeople fail, you can ensure you're one of the success stories. It doesn't matter how old or experienced you are. Anyone can become successful in sales if they avoid making the seven mistakes listed above.
Walking Fingers Telemarketing turns underperforming sales into powerhouses. Contact us to learn more about how we can help. Call 866-205-2268 or send an email to firstname.lastname@example.org.