Easy Negotiation Techniques

Business Sales Training Are You Making These Sales Mistakes?

Have you ever lost a sale that you thought you had for sure? If you are a sales person or a service professional that has to sell, you probably have experienced the disappointment of losing a sale that you just knew you were going to get.

There could be many reasons why you did not make the sale. But, there are a few mistakes that are quite common that sales people make and they don’t even realize they are making these mistakes. Let’s review two critical mistakes sales people make and how to avoid them.

The first is talking too much. As a general observation, sales people talk too much and ask too few questions. A lot of sales people think they need to be talking to be effective. They feel it is the only way to show how their product or service will benefit their prospect.

In reality, your prospect is not getting what they need when you talk too much. In all likelihood you are telling each prospect the same thing. When you talk too much, your prospect will feel they are the same as everybody else and that you are not looking out for their best interest.

Stop talking, ask questions, and then listen. This can be one of the hardest things to do. To prepare for a sales call write out the questions you want to ask your prospect. When you make this kind of pre-call plan it helps you to focus on asking questions.

Asking question is just the first part of the equation. You have to make sure you listen to the answer. It is easy to fall into the trap of thinking about the next question you are going to ask instead of listening to the answer to the question you just asked.

You could miss out on some valuable information if you don’t listen. Also, you may want to ask a follow-on question to clarify a response or learn more about the answer your prospect gives. It is impossible to do this if you don’t listen.

Secondly, have a unique value proposition (UVP). Your UVP is what differentiates you from the competitive offerings your prospect may be considering. If your proposal looks and feels the same as your competition, your prospect can only compare the prices.

When you provide something that is unique to solving your prospect’s problems, you create value. Look for things you provide that are distinctly different from your competition. Even small things in your eyes can be big things in your prospect eyes.

The key is to understand your prospect’s needs (by asking questions) so you can determine what is important to them. When you know what is important to them give them a unique solution to solve their problem.

If you are losing sales over and over again, it is because you are not creating enough value with your prospects. Your prospects will buy from you if they feel they are going to get a return on the investment they make. It is your responsibility to show how they will get that return. Follow the tips outlined here and you will increase the value you bring to your prospects.

If you would like additional sales tips, I invite you to get my FREE report:The 20 Insider Secrets for Maximizing Your Sales Results. To get your report go to: Sales Skill Training

When you visit my site you will see a lot of information about Business Sales Training that will help you sell more business volume and more profitable business.