Many salespeople like to get into the “nitty-gritty” of why they are not succeeding. They search high and low for advanced sales techniques and try to find answers as to why they’re unable to hit their sales targets.
Does this sound familiar? You may just need to simplify things. The answers you’re seeking could be right under your nose!
There are five mistakes that many salespeople make but don’t even address when trying to improve their sales. Studying and implementing these simple but crucial strategies will help you maintain a competitive advantage.
1.Pipeline Neglect
Think ahead instead of focusing solely on what will close today or this month. Set aside blocks of time out of your schedule specifically to make calls to new prospects and follow up with existing clients who can be an excellent source for referrals.
2. Insufficient Account/Territory Research
Reevaluate your prospecting practices. Is there room for improvement? Use all the resources available to you – including social media, suppliers and networking – to discover who and where the best sales opportunities are.
3. Poor Lead Qualification Practices
Don’t spend time and money on leads that aren’t likely to convert to customers. Ask the right questions during the first conversation – or make follow-up calls if you need additional information. Always ensure your lead has purchase authority and funding for your product. <– Click To Tweet
4. Inadequate Product Knowledge
Gain as much personal experience on your product as possible; you’ll have more credibility. You’ll be better able to answer your prospects’ questions if you’ve actually used what you’re selling. Attend sales calls, trade shows and training classes to see how your colleagues are presenting your product, and talk to your existing customers about their experience with it.
5. Inadequate Competitive Knowledge
Gather competitive information from a variety of sources. Talk to your colleagues and current prospects. Research your competitors online, pay close attention to their web sites and marketing materials. Be sure to study the competition’s pitch at any trade shows and conferences you may attend.
Sales does not have to be rocket science. If you’re struggling, stick with the basics and work on the simple things that you can easily fix and adjust.
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