Sales Killer #6: Not knowing when to stop and close the sale. Too many salespeople think they have to tell potential clients everything they know about the product. Even after a client has indicated that the product is right for them, the salesperson keeps talking. Doing so could easily turn the client off about working with you and cost you the sale.
Sales Killer #7: Enlarged Ego. Selling is a service business. You must set aside your wants and needs to serve the wants and needs of others. Get the dollar signs out of your eyes when you're with clients. If they suspect you're pushing the sale because of what's in it for you instead of what's in their best interests, they'll find another company to do business with.
Sales Killer #8: Not knowing how to close. In many cases, all you have to do is ask a direct question in order to close a sale: - "If I have the red one you mentioned, do you want to take it with you today or shall I ship it to you?"
- "Will you be making your purchase today by cash, check or credit card?"
Sales Killer #9: Not taking notes or paying attention to details. If you skim over details or shortcut your presentation because you've done it so many times that you're bored with it, you'll lose sales. Remember: Every presentation is new to your client. So give it with enthusiasm and without shortcuts, unless your client indicates that certain details you would normally cover aren't of interest to them. This carries over to your paperwork and ability to handle a computer (if your orders are entered that way). Any missing information can cause clients to quickly lose faith in their decision and walk away.
Sales Killer #10: Poor service fulfillment. This ties into paying attention to details. If you or your company don't have the practices and policies in place to properly fulfill the expectations of your clients, you'll find yourself working harder and harder to get new business. Invest some time and effort in laying out procedures that can be standardized and followed by everyone who works with you. Salespeople shouldn't promise anything above or beyond the company standard. Everyone should be expected to meet or exceed it.
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