Sales people often get a bad reputation but they are an integral part of any business, so what can you do to avoid picking up bad habits?
Sales are an incredibly important part of business but the word can fill consumers with dread. From cold calling to refusing to accept no as an answer, certain methods have meant this sector has garnered a pretty bad reputation.
But this doesn't have to be the way. Your salespeople can avoid picking up these bad habits and practice effective techniques that won't alienate or annoy your customers.
Casting a wide net
Following up any lead that comes your way isn't how modern sales works. Consumers expect you to know what matters to them and offer realistic solutions for them. Focus on your key personas and build your pitch around them and their pain points.
Misunderstanding your audience
If you get key facts wrong about your leads, they are going to lose trust in your ability to deliver on what you're promising. You need to do research to understand what your personas want from your company and how your product or service can solve this.
Following up too quickly
It can be exciting to get what you think is a really strong lead through, but contacting them as soon as they've shown an interest can be a rookie mistake. You still need to put in the ground work to understand them better before going further with the sale.
If you go into a call assuming that a customer will react in a certain way or want specific things, you're making a huge error. Yes, you may have done your research, but it's important to ask questions during your sales pitch rather than assuming you know all the answers.
Not being prepared for rejection
People are going to say no at some point during your call and you need to be prepared for this. Play devil's advocate with your own sales pitch and find solutions for all of the hesitations consumers may express.
Keeping good ideas to yourself
Sales departments can be incredibly competitive but holding onto good ideas or techniques is a mistake. The most effective teams work together to achieve their goals and salespeople are no different. Share the knowledge; it helps you become a better professional and a nicer colleague.
Insights for Professionals provide free access to the latest thought leadership from global brands. We deliver subscriber value by creating and gathering specialist content for senior professionals. To view more Management content, click here.