Here are 3 basic errors that 80% of sales people make. They can very easily be coached and corrected resulting in increased sales.
Error #1 – Always ask for the “Next Step”.
Too many salespeople leave the conversation with a customer or potential
customer without a) establishing or b) setting the nest step to move
the process forward.
As sales managers we tend to focus our attention on sales RESULTS,
whereas if we measured the process, which includes a series of steps
to move the sale forward , the results will take care of themselves.
Error #2 – Stop selling features and benefits Describe what you’re selling as a “verb” rather than a “noun.”
Error #3 – Emailing/mailing proposals Your sales people should always create “draft” proposals” initially based on At that meeting the sales person goes though each aspect of their proposal
When you next catch up with your sales people, ask them: 1. What is their process for moving the sales forward?
For example, suppose you sell industrial pumps. If your sales people
think that their job is to sell “pumps” (a noun), they’ll talk to
the prospect about product features and their corresponding benefits.
Whereas, if your sales people believe that their role is to sell “pumping,”
(a verb), they will tend to uncover your prospects “pumping” needs.
Then they can demonstrate how your offering can fulfill that need.
what they believe to represent the ideal customer solution.
Then they call the customer and say, “Mary, I have put together a draft
proposal which I believe closely aligns with your needs. However,
rather than just send you what I thinks where there may be some areas
of misalignment, could I stop by one afternoon next week to go through
it with you , just to make sure I haven’t missed anything?”
getting the prospects input all along the way.
This ensures that the proposal marries up with their thinking and
more importantly they begin the ownership process.
This is because your proposal becomes theirs.
Are they making error #1?
2. When they present your solution, do they still sell features
and benefits? – Maybe they are losing sales because of error #2
3. Do your sales people mail or email proposals. Stop this sales
costing error #3 in its tracks and watch your proposals to
sales conversion ration increase.
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