5 Sales Mistakes that are Costing you Time and Money

sales mistakes

Regardless of conflicting opinions, it can never be denied that sales reps are always at the center of a sales process, and the performance of a sales organization depends mostly on them. Thus, it is of utmost importance that sale reps know what works and and what doesn’t, in the world of sales.

To be the face of the organization needs a lot of care, as you put your image as well as the reputation of the organization on the line. At the same time, one needs to know that the organization has put a lot of investment to prepare sales reps for grueling tasks. Therefore, reps must try to avoid some costly sales mistakes while prospecting, to make sure that time and money are not getting wasted.

Some of these costly sales mistakes are defined in detail in the following pointers. Take a good look at them to ensure that you don’t end up on the wrong side of sales.

1) Chasing the Wrong Prospect: As soon as a sales rep gets on a project, it is important to identify whether they are the right prospect or not. Trying to catch a prospect who has shown no interest even after considerable amount of time will not lead you anywhere, and as a sales rep you are just wasting your time and money. A prospect gives you enough hints about their unwillingness to stick to your proposition.

Some of them include:

  • Asking for the price at a very early stage: By doing this, prospects are indirectly telling you that they do not want to discuss anything else other than the price and at the same time are asking you inexplicitly to stop.
  • Comparing you with the competitors throughout the process: When prospects do this, they are indirectly telling you that they prefer your competitors over you.
  • Not showing any sense of urgency in decision making: When this happens, prospects are trying to show you that you are not at all important and whatever you offer them has little or no worth for them.
  • Having minimal interaction with you: As is the case with a normal human being, if there is no meaning in talking with someone, there would be minimal or no interaction. Similarly, when a sales rep finds that the prospect is not at all interacting, you should try to stop the sales process immediately, as it is just going to be a sheer wastage of time.

2) Not Following Up: If you are a sales rep, it should be the order of the day to follow up with your prospects. Having a lead does not guarantee you a client in your database. It is just one of the many steps in the long journey that needs to be taken to convert a prospect into a client. For most organizations, it is a humongous task to get one more client added to the database. Many a time, reps commit horrendous sales mistakes by not following up with the client at all. Once they have the lead and the initial sales process is carried out, they just sit back, relax, and wait for the prospects to get back to them.

This is possibly one of the biggest sales mistakes, as you need to know that, the prospect has a lot of options to choose from. As a sales rep, you need to be a go-getter and follow up with the lead should come first in the to-do list. And at the same time, sales reps should be well aware of the fact that they are the immediate point of contact for prospects and their ways could determine the future and the longevity of the prospects’ interest in your offerings..

3) Faltering after a ‘NO’: As sales reps, you are bound to hear ‘NO’ from a lot of prospects as they have many options to choose from. However, at the same time hearing a ‘NO’ is not the end of the world. Sometimes, it is the habit of prospects to reject your offer initially as they just do not want to get into a sales process, but somewhere down the line, they surely wish to get a new solution provider. Therefore, it is important for the sales reps to never falter if they get a ‘NO’ from prospects. Rather, they need to go a step further and put in more efforts. If one prospect fails to be converted to a customer, there is someone else who might want to get into dealing with you. Thus, as a sales rep, one must expect a ‘No’, and more importantly take it as a challenge, and never commit the mistake of giving up.

4) Rushing through the Sales Process: At times, sales reps rush through the sales process. Thereby, giving prospects minimal chance to think about your company. While it is important to go through the entire process within a certain time period, you need to make sure that the prospect is well aware of what you are saying and understands it in the best possible way. Rushing through the sales process is a mistake that sales reps cannot afford to make, as it may result in losing the prospect. This can be safely regarded as one of the major mistakes that sales reps commit, and thus bring the sales process to a premature end.

5) Speaking Too Quickly: This usually happens when you are trying to sell over a call or voicemail. You must know that prospects are too busy to hit the repeat button and will delete your message if they feel that whatever you have spoken was of little use, as your speed took them by storm. It might look as a huge effort to you, but the fact is that it is a sheer wastage of time and money as prospects couldn’t make any head or tail of what you were trying to say.

The above written points are few of the sales mistakes that goes a long way in shaping up a sales rep’s career, or rather bringing it to a sad close. It is very important to take the early clues that prospects give out, as it would help reps to know whether they are on the right track or not. Simultaneously, it is of great significance to understand that committing one or two mistakes is not a crime, but it is more important to learn from them.

Regardless of conflicting opinions, it can never be denied that sales reps are always at the center of a sales process, and the performance of a sales organization depends mostly on them. Thus, it is of utmost importance that sale reps know what works and and what doesn’t, in the world of sales.

Leave a Comment

Your email address will not be published. Required fields are marked *