In this article, we are going to discuss the top 10 common mistakes salespeople make that can potentially cause you to feel frustrated over the long run.
- Motivation is Insufficient. Have Sense of Urgency.
Sense of urgency is the feeling of taking action right now.
Clarity breeds urgency. When you are clear with what you truly want and by when you want to get it, you need to identify the exact steps and commitment plans to achieve them. Break down your ultimate goal into mid-term and short-term commitments. Have quarterly, monthly, weekly and even daily commitments and checkpoints. Clarity enables you to focus on important priorities over less important tasks. Every time you perform a task, you need to know that it will eventually build up towards the bigger picture of your ultimate goal.
– Have a Clear Vision on Your Ultimate Goal
– Set Deadlines and Commit to Them
– Chase for Small Wins
- Taking Sales Too Personal.
Get used to rejection. Instead of beating yourself up, learn to recognize that failure helps you to improve towards success.
When you get rejected in sales, it’s not about YOU. They are rejecting the product, service or the opportunity. It’s not about your looks, experience, capability and skills. Don’t get me wrong here- I am not saying that we should blame the product or the company that we work with, I would like to state that you can always improve the way you pitch, the way you sell, the way you make the sales call and the way you close to make the product and service more appealing and interesting. Behind every rejection, there’s a lesson to be learnt, ask yourself “What can I do better next time?”.
– List Down Common Objections and Rejections
– Develop Better Responses
– Reflect on Self Improvements in Calling, Presenting and Closing
- The Habit of Not Making Money (Not Closing Deals).
Repetition forms habit. If you have been achieving your monthly sales targets, you have a habit of consistently closing deals. So does the habit of not closing deals.
This is perhaps the most detrimental mistake that you must avoid. If you are starting fresh in sales, your immediate target is to close your first deal as soon as possible. This creates a feeling of breakthrough. If you have been in sales for quite some time, you need to keep up the momentum and consistently close deals. If you ever experience drop in productivity and conversion, quickly dissect on possible solutions and improvements. If you want to change your results, change your approach.
– Rectify Areas of Improvements and Mistakes
– Seek Help from Others
– Don’t Compromise on Procrastination and Delayed Tasks
- EGO
Over inflated ego doesn’t serve food on the table. Seek guidance from a proven system and get a coach or mentor.
Success leaves clues. If someone has done it before, you too can learn and do it too. One of the fastest way for you to shortcut your journey to success is to look for a duplicable system. Get a coach to help you identify your blind spots. Get a mentor to show you the way. Constantly review your action and checkpoints with them. Keep your ego off the window if you want to achieve solid results.
– Get a Coach and Mentor
– Set Weekly/Monthly Commitments with Your Coach/Mentor
– Be Open to Learning and Exploring New Ideas
- Pretend To Be Somebody You Are Not
People buy you, not the person whom you are trying to pretend to be.
People buy you first before your product, service and company. Sincerity beats strategies. Have an open genuine conversation with your prospects. Instead of trying to be friendly and caring, be one. I have seen a lot of salespeople with 2 distinct characters on and off the selling mode- when they are selling, they have this persona of being nice and caring, when they are not, they act totally the opposite way.
– Work on Your Personal Brand
– Build Rapport Sincerely
– Be Humble and Customer Centric
- Not Adapting to Change in Disruptive Technology and Market Conditions
Avoid saying “This is how things used to be”, instead cultivate saying “How can we cope with the change?”.
Change is inevitable not only in life but in business too. As long as the people and the technology are progressing, so should the businesses around them. The needs and behaviours of customers are (ever) changing. You might be aware of this now, but how do you adjust to this? If you do not adapt to their environment, your competitive edge would likely be gone. Embrace change, be open about it. Have fun changing and don’t resist.
– List Down What Others are Doing
– Pick Up New Skills (Without Sacrificing Current Results)
– Form Support Group for Feedback and Test
- Prejudging Your Customers Too Fast
One of the worst habits of salespeople- prejudge. Don’t be a mind reader.
Many people who looked like they could not afford things, ended up buying the most expensive product. Many people who dressed in all of the latest fashion and jewellery, could not afford any product. Treat everyone equally and give them 100% of your care, effort, kindness and attention. Let them know that you are really there for their best interest. Make them feel special. Don’t assume you know by the way they look that they can buy (afford) or not. Your job is to serve them, not to decide for them. Or they may not buy from you now, they may buy from you in the future. Or maybe they can pass you some referrals.
– Stop Prejudging Your Prospects
– Cultivate Habit of Asking Referrals
– Be Interested to Know Their Concerns and Problems
- Focusing On The Commission Rather Than Helping Others Solve Their Problems
If you are too desperate in earning the commission, your prospect can smell your intention.
Never forget the core of any product or service- to help others solve their problems, ease their pain and facilitate them towards their pleasure. The more people you help, the more money you make as a result. Commission is a result of a successful transaction of value. If your customers can see the value of your product or service, they will buy. People don’t like to be sold at, but people like to buy. Be the salesperson whom people find joy in buying from.
– Set Goals Based on Number of Customers/Units/Transaction Instead of Commission
– Avoid Doing Catch Up Plans Towards Your Target, Start Early
– Gather Testimonials from Existing Customers to Reinforce Purpose
- Focusing on Reasons Rather than Results
Which one do you constantly do? Justify or Rectify?
Which one do you focus on more? Reasons or Results?
Successful people focus on results and rectifications, unsuccessful people focus on reasons and justifications. What kind of inner voice constantly reside in your mind? Do you keep convincing yourself that you are not good enough? Do you keep waiting for the RIGHT time to take action? Do you keep waiting for the RIGHT opportunity to come knocking on your door? Stop wishing and start working. The more hardworking you are, the luckier you become.
– List Down Possible Self Limiting Thoughts
– Question Them Logically and Develop Positive Responses
– Practise Daily Affirmations and Positive Self Talks
10. Taking Competition Negatively
The market is bigger than you and your peers, you and your competitors.
Change your outlook and perspective towards the word “Competition”. Instead of resisting competition, start to take it healthily. What can you learn from others? What can you do better to stay ahead of them? What can you do to differentiate yourself from others? And when it comes to peers in the same organization, don’t treat them like a threat. The market is bigger than just you and your peers. Collaborate and share resources (I know some of you might find this hard). Build bridges and not burn them down.
– Join Networking Sessions
– List Down What Others are Doing (and Doing Effectively)
– Form Support Group and Pick Up New Skills
In summary, people like to deal with people who are positive and optimistic. Be the person whom you would like to buy from. Invest time to create personal relationship. Liking comes before selling.
Cheers to your success…
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