The following are some of the most common mistakes that people who are new to sales, and also new business owners, make:
1. You are uncomfortable in your role as a salesperson.
Realistically, you didn't decide to become an entrepreneur because you wanted to be a salesperson. No one ever wakes up and says, “Gee, now I'm in business for myself. I can't wait to knock on doors to ask strangers if they want to buy what I have.”
However, until you accept and become comfortable in your new role, sales will be stressful and difficult.
2. You don't differentiate yourself from other businesses like yours.
You have differentiated your products or services from your competition, but when you are face-to-face with a prospective customer, you also need to be, act and sound different.
Failure to give the prospect a specific reason to choose you and your company will make it hard for him to know what to do. Consequently, you will hear, “Well, all three vendors are good, what kind of discount can I get from you?”
You must look different from your competitors. Otherwise, everything boils down to price. And who wants to eke out a living being the low bidder all of the time?
3. You give away your expertise.
Most people new to sales do too much free consulting before really qualifying the prospect. You rush to find out what the needs of the prospect are and then say, “Let me tell you how I can fix that for you.”
Unfortunately, as soon as you begin talking about how wonderful your company is, the prospect knows that you are trying to close her. She doesn't want to be closed, so she says to you, “It looks good. It's one of the best presentations we've seen and you gave us a lot of great information. Let me think about it and I will get back to you.”
Listen more and talk less and the prospect will buy from you quicker.
4. You fail to generate referrals and introductions.
Let's face it, prospecting isn't fun. But the easiest type of prospecting is by asking for referrals and introductions from people who already know you and love the work you do.
Make it part of your plan to meet with your current customers, potential networking partners and other fellow entrepreneurs on a regular basis. You'll be pleasantly surprised at the results.
Overcome these four selling hurdles and you will be well on your way to stress-free professional selling. Happy selling!
For more information, call (760) 931-7777 or e-mail Suzanne Audiss at [email protected]. If you mention this article, you will receive a complimentary invitation to her next two-hour sales workshop.
1. You are uncomfortable in your role as a salesperson.
Realistically, you didn't decide to become an entrepreneur because you wanted to be a salesperson. No one ever wakes up and says, “Gee, now I'm in business for myself. I can't wait to knock on doors to ask strangers if they want to buy what I have.”
However, until you accept and become comfortable in your new role, sales will be stressful and difficult.
2. You don't differentiate yourself from other businesses like yours.
You have differentiated your products or services from your competition, but when you are face-to-face with a prospective customer, you also need to be, act and sound different.
Failure to give the prospect a specific reason to choose you and your company will make it hard for him to know what to do. Consequently, you will hear, “Well, all three vendors are good, what kind of discount can I get from you?”
You must look different from your competitors. Otherwise, everything boils down to price. And who wants to eke out a living being the low bidder all of the time?
3. You give away your expertise.
Most people new to sales do too much free consulting before really qualifying the prospect. You rush to find out what the needs of the prospect are and then say, “Let me tell you how I can fix that for you.”
Unfortunately, as soon as you begin talking about how wonderful your company is, the prospect knows that you are trying to close her. She doesn't want to be closed, so she says to you, “It looks good. It's one of the best presentations we've seen and you gave us a lot of great information. Let me think about it and I will get back to you.”
Listen more and talk less and the prospect will buy from you quicker.
4. You fail to generate referrals and introductions.
Let's face it, prospecting isn't fun. But the easiest type of prospecting is by asking for referrals and introductions from people who already know you and love the work you do.
Make it part of your plan to meet with your current customers, potential networking partners and other fellow entrepreneurs on a regular basis. You'll be pleasantly surprised at the results.
Overcome these four selling hurdles and you will be well on your way to stress-free professional selling. Happy selling!
For more information, call (760) 931-7777 or e-mail Suzanne Audiss at [email protected]. If you mention this article, you will receive a complimentary invitation to her next two-hour sales workshop.