In the business of making sales? Then you know that your company’s success probably relies upon your ability to win over clients and close deals.
How to Avoid Losing a Sale
With some clients, things seem to click, and the sale comes easy. Other times things go terribly wrong. Here are five common mistakes that sales associates face when working with clients, and how to avoid them.
- Lacking Belief in the Product
If you do not believe in a product, how can you as a sales representative convince a client to believe in the same product? A lack of energy and enthusiasm for a product or service is one of the leading causes for failed sales interactions. Being able to convey conviction for a product or service will engage clients and lead to more successfully closed deals.
TIP: Get to know your product! What are the strengths of your product or services and what might be potential draws your client specifically? Know the weaknesses of your products, as well, and have information about why your product is still the best option on the market.
- Missing the Value Mark
One of the biggest mistakes a sales professional can make is failing to convey the true value of their product or service. It is your job to convince a potential client that working with you is not a waste of their time, and that the gained value of what you have to offer is critical for their business.
TIP: Don’t just let your product speak for itself! Have examples, testimonials, or samples to drive your point home.
- Failing to Address Client Concerns
Clients want to know that you are there for them and that their concerns and problems are heard. They also want to know how your product or service will best meet their specific needs.
TIP: Know your customers. Each client is unique and has different needs and objectives for meeting with you. Add personalized touches in your work with each client and take notes to keep track of these details.
- Forgetting Competitive Threats
More likely than not, your client has options when choosing a product or service to meet their needs. Chances are, you have competitors working to win over the same client.
Whether your competitor has lower prices or does something differently than you, it is important to be aware of the market from both a sales and client point of view.
TIP: Know your competitors. It is important to know their offerings, pricing, and size. This will help you set yourself apart from your competitors.
- Ignoring Less Promising Leads
It can be tempting to spend all of your time on clients that seem closer to a guaranteed deal, but do not forget the clients that might need an extra call! Sales failure occurs when calls are never made!
TIP: Make the call! When in doubt, spend the 5 minutes to reach out again to those potential clients that seem like they might need an extra push. You never win a client over without making the call.
Start boosting engagement with Blitz
Winning deals means going above and beyond. The breakdown of a sale can occur at any stage or level in conversations with clients. Use these surefire ways to minimize sales failures and grow your client database.
Blitz can help you and your team get started and find more effective ways to engage with potential clients. Contact us now or visit our website to chat with one of our representatives for more information.