Saturday, June 27, 2009

Two Great Mistakes in Selling

These mistakes are very common and committed by many salespeople. If you want to be successful in your sales career, pay attention carefully to whether you do these mistakes or not. What are these most two sinful mistakes?

1. Trying to sell to everyone or every company.

This is the most terrible way to sell. In the past time, we had mostly been taught that everyone or every company was a prospect and had a possibility to buy. If you try to sell to everyone or every company, you'll surely have a bad experience in sales. This way of selling is just very ineffective and it makes you frustrated.

You'll face a lot of objections, rejections, unfriendly responses from your prospects, and the worst is that it wastes a lot of your time, energy, and even sometimes your money. It's like trying to catch the fish in any given pond or river you can find.

Instead of selling to everyone, focus your sales effort only on your qualified prospects. Profile your prospects and focus on them. Choose the right pond in which a lot of fish gather. Selling this way saves a lot of your time and energy, yet at the same time increases your efficiency and sales results.

Ok, now you'd probably say like this: "I sell office equipments. Doesn't it mean that every company needs my products?". Yes, it's correct that every company needs office equipments. But still, you should not try to sell to every company.

Perhaps the office equipments you sell are the premium ones, then you should not try to sell to small companies. Or you can profile your qualified prospects from their territory. You can even profile them based on competition existence by targeting only those companies who have not been very familiar with your top competitors.

2. Selling before collecting information.

How many times do you receive phone calls from someone trying to sell something to you, and you feel that this person just utterly wastes your busy time?

Recently, a marketing staff from a certain English course company called me. She tried to persuade me to enroll the course. I told her that the course is too far from my home and I had no time to go to the course. After all, I don't have any urgent need to sign in to any English course.

This is a very classic example of how a salesperson often forgets (or ignores?) to get the information as much as he needs to help him sell. Had the woman from that English course gathered some information about me, she would have saved a lot of her time and avoided a frustration due to my rejection.

The reason why you should acquire as much information as possible is to quickly determine whether your prospects suit the criteria of your qualified prospects. If they don't, then you can leave them immediately and move on to the next prospects. It saves a lot of your precious time, doesn't it?

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