Have you ever been at a meeting with people who you know would be the perfect clients for you? Things are going great when something suddenly goes wrong and they walk. You find yourself scratching your head thinking "What the heck happened?! "
We’ve all had this experience. Some of us more than others. Maybe you know what went wrong and you've corrected your approach. Maybe you have no idea what went wrong, so you’ve had to face this situation over and over. The most important thing to remember is to foster trusting relationships with your clients.
Here are some common mistakes that sales agents make and some ways to fix them.
1. Not showing respect. Of course, no one would ever intentionally be disrespectful to a prospective client. However, there are little things that can communicate a level of disrespect such as making the appointment all about you, not addressing the client’s concerns or coming off as arrogant or conceited.
Make sure you go into each appointment reminding yourself that this is all about your prospective client. Don’t monopolize the conversation and make sure to listen more than you speak. Answer all of their questions adequately and when explanations are needed, do so in an informative, concise fashion. Be sure not to talk down to them or explain things in a condescending tone.
2. Not speaking the language. Sometimes you may miss out on closing a sale because you are not properly presenting your information to your clients
It is your responsibility to pick up on key characteristics of your clients. Pay attention to their reactions to your approach and make note of which approach they respond best to. Maybe they are visual learners, or maybe they need structured, step-by-step explanations. Make it a priority to become an expert in reading your clients.
3. Not asking questions. Or not asking the right questions. While answering questions is important as well, you will not get far at all if you do not ask the right questions of your prospective client.
Questions are probably the most important aspect of the sales process and they serve two purposes. One is to obtain information about your client’s needs and concerns in order to present your product as a solution that lies within your client’s needs and values. The other is to involve your client in the process and let them come up with their own conclusion. If you lay down the proper groundwork, you will lead them to come to their own conclusion about your product which they will undoubtedly trust more than you just telling them your product is right for them.
4. Having a confusing approach. Studies show that one of the main reasons for a sale falling through is that the client was too confused by the conversation.
Don’t deliver too much information.Stick only with what’s important. Don’t use terms that your clients may not understand. If you confuse your client, they will likely say no. Confusion is uncertainty and no one is going to purchase your product if they are unsure about it.
5. Being difficult to work with. Companies often lose out on sales because their process is too difficult or time consuming.
Do not ask too much of your prospects. Make the process as easy on them as possible. Overwhelming them with pointless questions, forms or requests for data will turn them off and prompt them to seek assistance elsewhere.
The best advice that can be given to sales associates is to become a master at reading your clients. This way, if you do slip up and do something to turn them off, you’ll pick up on it from their reactions and have a chance to turn the meeting around. Better yet, you will be able to avoid slipping up all together once you understand what your client wants from you. Listen carefully, ask the right questions, and always be respectful of your clients’ time. Happy sales!
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