Are you looking to become a superstar salesperson? Awesome! One thing, though — salesmanship is an art that must be mastered if you intend to reach the top of the ladder. Becoming a superstar salesperson takes grit, hard work, and learning on the go.
Sometimes, it can be very tough to get a prospect, while some days, you wish you could take a break from sitting in sales meetings.
On the not-so-great days, you want to put in your best effort because you need to onboard that client. It can be quite painful to spend so much time and energy pitching a client, only to get a cold rejection and a failed sales pitch.
But what’s bewildering is that you can’t seem to figure out what you’re doing wrong. You see your colleagues doing the same thing you’re supposedly doing, but it doesn’t seem to be working when you try. In fact, when you think of the results you are expected to bring in, you feel like it would be easier to fly the space shuttle!
Well, almost all salespeople, including those who have made it to the top, have been there too. However, there are uncommon strategies to explore if you must become a sales superstar. The thing about sales mistakes is that they often go unnoticed until someone points out the crushing error you’ve made. But by then, it would have been too late, and your client would be gone.
So, in addition to your super sales skills, you need to avoid the following mistakes if you want to become a superstar salesperson.
#1 – Talking too much and not listening
A study shows that the most successful B2B sales professionals talk only 43% of the time, allowing prospects to speak 57% of the time. Every salesperson seems pushy to some prospects. If you’re nervous, you want to go on talking about your offering, the benefits, and features, all without letting the prospect get a word in.
Worse still, some salespeople take a defensive position, thinking that if they could debunk all adverse claims about their offerings, then the prospect would likely consider them. Most prospects don’t like a pushy salesperson.
Unfortunately, you’re not the only one selling. You need to up your game. You need to give the customer a chance to speak more. That way, you’re able to understand their needs and offer solutions based on that knowledge.
You can also ask targeted questions that get the customer to reveal his or her needs to you. And without doing much talking, you will be able to close more clients.
#2 – Giving too much information
This might sound counterintuitive, but hey, it’s not. You see, many prospects are fond of asking a lot of questions without the intention of buying anything at all. And being a salesperson that is eager to make sales, you are tempted to keep on reeling off information. In the end, you realize that you’ve given the prospect an insightful consultation, yet you have nothing to show for it.
Well, now you know — and it’s also easy to spot clients like that. This is not to say that it’s a bad idea to offer advice and explain how your service or product would benefit the client. After all, that’s why you’re pitching. Instead, you may present the solution to the customer’s needs as what you’re offering, instead of giving out too much information.
#3 – Exaggerating
Making promises that you can’t deliver on is tantamount to lying. That’s merely dishonest sales. You run the risk of losing that customer in the future and earning a bad reputation for yourself and your offering. Understandably, you may want to get the customer to try the great product you are selling, but by no means should you make promises that you can’t keep.
When you consider the fact that you’re not just trying to make a sale but establishing a business relationship that could potentially open doors to more relationships, you’ll realize that you may be doing yourself a disservice.
Instead, understand what the customer’s needs are and offer immediate solutions to address that concern. You may also leave out one or two benefits of your services as a surprise to the customer. It’s better to surprise your customers with perks you didn’t mention at the point of sale than to overpromise and underdeliver.
#4 – Giving up too early
No super salesperson gives up too early. It’s normal if you haven’t convinced the prospect to part with their money; however, do not push too far. If the prospect grants you their attention, it’s a sign that they may be interested in doing business with you. If, after your sales pitch, you get a shocking and annoying, “No,” switch your strategy. Ask questions about what the prospect’s real concerns are.
The use of targeted questions is effective in getting the customer to reveal their exact need. And voila! You have them right where you want them to be. At this point, you can resume presenting your solutions. If the prospect objects to your offerings at the end of the day, know that they may not be a good fit. Answer politely, and move on.
#5 – Not having enough information about your offering
This is a pitfall that you can’t afford to fall into. It’ll be hard to recover your reputation if you do. As a salesperson, you’ve got to arm yourself with adequate information about your offering. Expect a barrage of questions from your prospects but do not take a defensive or argumentative stance. As gently and honestly as possible, provide answers to questions with reassuring confidence.
You’re likely to win the prospect over if they are satisfied with the knowledge of what you’re selling. To help you communicate your offering, you may need to strike a bold rapport with the prospect. People quickly develop confidence and trust in salespeople who know what they’re doing. If there are changes to your service or product, be sure to stay updated to avoid getting caught off guard.