Here are some of the mistakes often made by ineffective sales people:
Mistake #1 - Pre-call Preparation
Mistake #2 - Presentation Skills
Mistake #3 - The Closer
Listening throughout the sales presentation is the key factor in enabling the sales person to close the sale. Establishing the need must be completed before a trial close can even be made. Needs satisfaction is the best principle to use when determining the need to close and what close to use. A close can only occur when the need of the customer has been satisfied by the features and benefits of your product.
Mistake #4 - Relationship Building
Trust is the common dominator to establishing a sale. Gaining favorable attention and establishing rapport are the two key ingredients to the start of a presentation. Both enable you to get the customer to elaborate on the specific need for which your solution is appropriate. Rapport building is also a component of understanding the behavioral style of the buyer to insure a better relationship.
Mistake #5 - Post call activity
Most sales people fail to follow-up in a timely manner. Focus your follow-up correspondence (Letter, e-Mail, Text, or Fax) on the benefits that will be demonstrated once the solution is in place. Your product or service is just that solution. Even if the customer doesn’t buy today, make sure you use a CRM system to follow-up periodically. Testimonials and product or service success stories make a great follow-up.
Executive Summary: Sales people must understand their own selling styles and preferences and also recognize and understand Customer Buying Styles. Sales is all about building relationships. Relationship Selling allows you to adapt to your customer’s Buying Style so that a better connection between sales person and customer can be achieved. People who connect better to customers in a shorter period of time close more sales.