3 of the biggest mistakes you can make in sales.

There are 3 common pitfalls that people fall into when they start a sales conversation with a potential client. Turning these around, can mean increasing the number of QUALITY sales conversations you are having which will in turn help increase your number of sales converted.

 

MISTAKE # 1: MAKING IT ALL ABOUT YOU AND NOT YOUR CLIENT

You know you are doing this if you use the word ‘I’ a lot. A great example is starting the conversation with ‘I have this fantastic, amazing, life-changing, wonderful, incredible, inspiring…… offer’.

My question is, according to who? And how do you know it will be these things to your new client?

Instead of telling what you think (making it about you), share why they are likely to think it is ‘life-changing’.

A great way to do this if you don’t know a lot about them yet is to use what you know about their industry eg. ‘Typically businesses in x industry find {insert problem} and they get a lot of value out of {insert solution}, can you relate to this?’ See how you’re already making it about them?

 

MISTAKE # 2: PITCHING AN OFFER TOO SOON

If you are presenting price and the details of your offer BEFORE the client has verbalised their challenge… it is too soon! It is this simple.

One easy way to break this habit is to make sure you ask a minimum of 3 questions before talking about a specific offer.

 

MISTAKE # 3: TELLING INSTEAD OF ASKING

Who is talking more in your conversations? To avoid making mistake number 1 & 2, you need to make sure you are asking the right questions to uncover your potential clients needs.

The general rule is for you to be talking 30% of the time and your client 70% (30/70). This is a biggie that can take some getting used to but remember, you’re not there to TELL them what they need. That will just turn them off and you risk coming across pushy and salesy.

Rather you are there to ASK the right questions so that your client ends up telling you what they need. And then you are there to help solve the problem that they have verbalised to you.

 

In summary,

1. If you are using too many stats and facts in your opening, change it to include WHY those stats and facts are of importance to the person you are talking to and minimise using the word ‘I’.

2. Always make sure you only put forward the solution or offer AFTER the potential client has verbalised their challenge

3. Check in with yourself, are you talking 30% of the time or most of the time? The best way to stop talking as much is to ask questions (which in turn will help uncover their specific problem you are going to solve for them).

 

Enjoy getting to know these best practices and see the difference that even just applying one of these techniques will make in your sales conversations and increasing the number of effective sales conversations you’re having.

 

Learn more about how to increase sales in your business. BOOK NOW for a free Sales Strategy session with Nicky.

Nicky Miklos-Woodley is an Evergreen Sales & Business Coach, Trainer and Speaker.

There is a common stigma attached to ‘sales’ and yet, sales are so critical to the success of all businesses. The hard truth is without sales, your business is a hobby.

 

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