1. Using a random approach: How do you connect with a customer, what do you say? You should always know exactly what you’re going to say and where you’re going next. Don’t wing it.
2. Not getting answers: This is a massive problem for many salespeople. If you can’t get answers from people you can’t close them. If I can’t control the asking of questions and the receiving of answers, I’m in trouble. You must get answers to your questions.
3. Not asking questions: Don’t worry about offending them. Their budget is your business. If you’re going to blow the deal, do it because you know what you’re doing. Ask questions you need answered. The only thing worse than not getting answers from customers is not even asking them questions.
4. Jumping forward to price: You get to price before determining if the product even satisfies the buyer’s wants and needs. Don’t put the cart before the horse. You don't need to jump to price right away, start fact finding and qualifying what the person needs.
5. Being mechanical: When you are learning something new it’s not fluid, it’s awkward. It takes training. To get fluid requires repetition. You don’t want to be rigid and robotic. Being great in sales takes practice and you need to role play scenarios. To become great in sales you have to know the game. The lack of commitment to sales is the biggest missing ingredient in salespeople getting what they want in life. You must develop skills because you aren’t born with them. If you don’t train you will make mistakes and miss sales.
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