Sales play a critical role in every business. The whole sales process can be long and tedious. And a single mistake can cause you to lose an important lead, which could potentially keep you out of business. But thankfully, there are some things you can do to ensure you never commit the following sales mistakes.
Not thinking from the client’s perspective.
When a company makes a sale, there’s a tendency for them to get excited and hastily move on to the next sale. This can be a problem if they neglect their clients’ needs. Clients should be offered after-sale services for them to feel valued and appreciated. Otherwise, your business could lose their trust and future transactions.
Not following up a lead immediately.
Waiting too long to follow up on a lead could cost you a sale. A research done by James Oldroyd of the Massachusetts Institute of Technology said that leads are 21 times more likely to convert to a sale if potential clients are contacted within five minutes.
Giving potential clients limited options.
When your call to action only offers a potential customer a telephone conversation or a personal meeting, you’re not giving them a lot of options. So, if someone is interested and isn’t ready to commit yet, you’re likely to lose that possible sale because they’ll feel that they don’t have much to choose from. The best thing to do is to allow any potential client to learn more about your business first so they can decide whether they want to buy or not.
Being on the defensive.
When customers and clients ask questions about your company or products and services, ask thoughtful questions. For instance, if someone complains about your products being too expensive, don’t overexplain. Instead, ask relevant questions like “Why do you think so?” By not being on the defensive, your maintaining control of the conversation while avoiding a heated argument with the person. By taking note of these sales mistakes, you’ll be able to make better decisions in the future.