Avoid these common sales mistakes
Regardless of the kind of work you do, selling challenges the comfort zone of most entrepreneurs. Although some entrepreneurs make it look easy, don’t be fooled. Selling your services doesn’t come naturally for most small business owners. And you’re likely to make several highly common sales mistakes. That’s exactly why sales is the worlds highest paid profession.
But don’t worry; selling is not something that’s impossible to figure out. If you’re willing to learn, you too can build a business that enrolls high-paying clients through consultations.
So this article tells you how to avoid those common errors that happen during a typical sales consultation.
Common misconceptions about sales
Selling isn’t being salesy
As an entrepreneur, you like to bring new ideas to life. Sales, however, may not be your strength. Let’s immediately clear something up. Closing a sale is not about “selling” someone.
Enrolling consultations are not your time to boast about all you’ve accomplished. And pressuring a potential client to use your services is never acceptable.
Highly successful entrepreneurs want to help others first. That means you want to be a trusted resource.Closing a sale is not about “selling” someone. Click To Tweet
I’m sure your current clients appreciate how you help them. Well, selling is an extension of that skill. A trusted advisor wants to guide a potential client to make the best decision possible. And sometimes not working together is the best decision.
It’s all business, nothing personal
Objections will happen. Don’t take an objection personally, simply because it’s not about you.
If you’re someone who quickly gets discouraged when a potential client quickly says “no,” let’s fix that. The last thing you want is to have a potential client see disappointment wash over you. Unless you’re a professional actor, the rejection appears in your face, your eyes and your voice.
But what if the objection means something else? How would you respond differently if you knew this was really an opportunity to continue the conversation? There are many ways to overcome such objections and it’s all about shifting your perspective.
Fail to see objection as a sign of interest
Instead of shutting down the conversation, Discover what’s underlying their “no” response. Get curious and ask questions to uncover the real meaning behind the objection. You may say something like “So what questions do you have, Lisa?” When a potential client states an objection, ask them to tell you more.
For example, you can say, “What do you mean, Laura? I’d like to hear more?” As a trusted advisor, continue to express genuine empathy and concern. Be patient as she formulates her thoughts. Then, and only then, you’ll learn where she needs more information.
Objections call for more information
Hardly anybody will waste their precious time objecting to a deal that they have zero interest in. Entrepreneurs, especially when they don’t like to sell, take objections as a sign to end the conversation.
Objections, however, are another step in the consultation process. It could mean, “I want to know more to determine if you can really help me.” A trusted advisor realizes this part of the conversation will help a potential client recognize the value you offer.
The silence is deafening
You decide to make an offer to your potential client about how they can work closely with you. The initial couple of seconds afterward seem like an eternity. Will the deal be closed? Or, will there be an objection to the price, a component or the entire offer?
When your offer is met with silence, you may jump to conclusions and believe that your offer doesn’t appeal to your potential client. However, there’s another possibility – they’re pondering over it, in fact the silence could be strategically planned. If you interrupt the silence, you could disrupt their thinking, while they may have been a few seconds away from saying “let’s get started.” However, don’t give into the impulse to speak. Allow the silence to linger.
Make silence your best friend
The silence is your friend in sales. Here’s how you can use silence to your advantage.
Silence Can Lead to Opportunities
Some potential clients do not have an issue talking about their needs or concerns about your offer. Then there are others who are more reluctant to share negative or honest feedback. In case your potential client falls into the latter category, no amount of persuasion will draw out their core concern.
All things considered, silence works in your favor. At that point when you ask a question, the potential client may not want to reply. Silence, however, encourages them to share. Pay attention to what they say. That’s because they’re going to reveal their true concerns.
So who should break the silence?
How does the prolonged silence affect you? Your probably want to break the tension. Remember, your silence allows your potential client to continue talking. The more they talk, the more information you gather, and the more information you gather, the greater value you provide.
Silence is Your Ally
Remain quiet! I’ve spoken with too many well-meaning entrepreneurs who broke the silence by offering a discount. Even when the potential client didn’t give any indication that price was the issue. But their nerves got the better of them.
Rather than giving out freebies or a premature price reduction, simply state your offer – and after that remain quiet. Do not sabotage the consultation. Wait for your potential client to share her thoughts.Do not make offers you will later regret because the silence unnerved you. Click To Tweet
Do not make offers you will later regret because the silence unnerved you. During that seemingly painful silence, you can rehash or rethink questions. You can silently count to 30. However do not say something you’ll later regret. This is one of the common sales mistakes you can avoid.
You don’t need to become a salesperson to sell your services. Figure out where you go wrong. Then avoid the common sales mistakes. Start to see objections as an opportunity to learn about the client’s needs. Don’t take things personally. Then, practice sitting patiently in silence. This shift in your perspective can turn a potential client into a new client!