Sales is a game of rejection. You will get rejected a lot more than you will have successful sales calls. It’s just the nature of the industry. However, many sales…
Sales is a game of rejection. You will get rejected a lot more than you will have successful sales calls. It’s just the nature of the industry. However, many sales reps get rejected and fail more often than they should. This happens because they are committing a number of fatal sales mistakes, often without even knowing it.
On the bright side, sales is a skill, and you can always work on your sales skills to improve and avoid making the same fatal sales mistakes time and time again.
No two customers are ever the same. If you try to sell to every customer, in the same way, you will have a difficult time making a connection with them. It’s important to segment your customers into unique groupings to gain a better understanding of their needs and to adjust your sales approach based on their needs.
The customer should always be your main focus. However, too many sales reps approach sales with the mentality that they need to sell something. Your focus should be on finding ways to help your customers achieve their business goals.
Sure, you know more about your product than your customer, and you should, but this doesn’t mean you should think for a second you are smarter or know what is best for them. There is a fine line between acting as an expert and coming off as a know-it-all. Listen to your customers – they know their business needs better than anyone.
As they say, failure to prepare is preparing to fail. Sure, you know your products front to back, but you also need to know who you are selling to, their current needs and pains points, and understand how your products can help them achieve their goals.
Asking for the sale is one of the most basic sales principles, but it’s also something many sales reps fail to do. You need to ask for the sales directly. Don’t assume the sale is a done deal. Also, don’t leave it to the customer to tell you they are ready to make a purchase. Ask for the sale when the time is right to close the deal.
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Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.