Selling doesn’t come naturally for everyone- some people find it especially hard to sell themselves and their business. It is an art- it takes strategy and preparation and unless you have a killer sales team willing to work solely on commission of the hop? You are going to have to hit the pavement yourself.
To be successful with sales, you need to be aware of your bad sales habits. They happen to the best of us- the key is correction.
Here is some top sales behaviour that could be tarnishing your end results:
1. Not having a sales strategy.
It’s hard when you are wearing multiple hats but you need to have a plan. Your strategy will outline how you intend to sell your product/service, attract repeat customers and meet sales goals. You want to be able to measure your sales efforts and if you are selling on a whim and aren’t consistent? It isn’t going to be easy.
2. Not setting sales goals.
Sales goals will motivate you and help you tweak your sales approach. If you aren’t meeting your (realistic) goals perhaps you need to review your pitch.
3. Not dedicating enough TIME.
I get that you’re busy, but you need to know when to call a spade a spade. If you aren’t managing your time properly, following up or sourcing sales opportunities? You may need to hire some help. The money you put out short term will free up needed space for you to focus elsewhere and will ultimately pay for itself in productivity.
4. Push- selling your product/service and not listening to your clients needs.
You need to have sales. You know it, I know it, they know it- but you can’t force anyone to buy from you. You especially won’t be appealing if you reek of desperation. Show your value but listen twice as much as you speak. Tailor your sales experience to their possible solution.
5. Under charging your friends and family.
They should understand that you have a business to run. You don’t have to charge them full pop, but make sure you are at least breaking even and that you aren’t leaking too much of your valuable time into these “special” jobs…you could be selling to someone else for what you’re worth! For every job you just break even, you could be missing out on profit. PROFIT- the heartbeat of your business.
6. Taking rejection to heart.
No one wants to be rejected. It isn’t ideal- BUT you can’t let it jade you. It isn’t YOU they are rejecting; it is your product or service. Just because Joe Shmoe didn’t sign a deal doesn’t mean Ally Shmally won’t! You need to toughen your skin, reset and focus. We aren’t all meant to mesh. Not all sales are meant to be. Don’t take your anger on Ally… No one likes a bitter salesperson.
7. Not looking the part.
Ah. You are selling me high quality merchandise wearing… track…pants? Did you even shower today? WE ARE ALL BUSY, MAN! Get it together. Dress for success. You never know when a sales opportunity will arise.
8. Following all leads with the same amount of effort.
I know, I am big on consistency so what the heck am I talking about? Well, it may take experience for you to decipher the good leads from the not-so-good leads, but it will come. That little voice or feeling in your stomach that says ‘I don’t see this deal closing’ is trying to tell you something. Listen to it and focus your efforts on the sales efforts that you feel confident about. I am not saying ignore the other guy, good customer service is key. Just use your better judgement to adjust your energy accordingly.
9. Not pitching to the decision maker.
Is the person you are talking to able to give the final say? If not- pitch to the person who can. If the person who can give the green light isn’t interested in meeting with you? Perhaps this account falls into the “not-so-good lead” category. Tread accordingly.
10. Not knowing who you are pitching to.
Seriously. Invest the time. Know the person or company that you are pitching to! Know their competition… get to know them as much as possible before walking into your meeting. It is amazing what you can find online these days- utilize your search engines and customize your package.
Practice makes perfect. If you are nervous? Practice with friends and family, videotape yourself and make corrections if you have to. The best sales weapon is preparation. If you know your stuff and know who you are talking to? You will feel more confident and confidence is the second best sales weapon.
Any other tips you want to share with your fellow entrepreneur? We’d love to hear them! Comment below.