The main goal of sales is to fill the gap between the customer's needs and the company’s desired solution. But if your reps aren't prepared, they'll repel interested buyers. You need to learn common sales mistakes and how to avoid them.
A sales team is a bridge between a company and its customers. It forges the relationship between a consumer and an organization. Whenever customers wish to fulfill their needs, sales reps are the first to scout them for a solution.
Salespeople understand the target clients and offer customized solutions for customer needs. Since they are the crucial touchpoints for customers, sales reps should always keep fine-tuning their approach.
Why is sales crucial for a business?
The sales team plays a pivotal role in the organization's success. Here's why:
- Increases client base: Raising awareness about the company’s product is half the work done. The next challenge is to close the deal by helping the prospects solve a particular problem with a product or service.
- Aids business growth: The key to business growth is trust between the customers and the company. That's exactly what salespeople do. An effective sales discovery call structure can help the sales team develop confidence right from the start.
- Increases customer retention: Excellent salespeople build long-term relationships with customers. It leads to word of mouth, referrals, and recurring purchases. Further, follow-up calls and feedback increase customer retention.
- Solve Customer's Problem: Even if a company doesn't have a dedicated sales team, it will still make sales directly or indirectly. Chances are, somebody would be in charge of helping the customer solve a problem with its product.
Sales have evolved to understand the customer’s experience with the product you have to offer. It is about fulfilling expectations with empathy and tracking analytics with AI in sales.
You don't have to be on a sales team to understand "what is sales?"
Today, everyone is selling something. Be it a product or a service.
If you're an employee, you're selling your skills or expertise to a company. If you're a freelancer, you're selling professional services to clients.
In that fiction novel you bought, the author is selling his imagination through words. He charges you for taking you on his imaginary journey.
Sales take a more prominent role for companies and organizations as they determine the bottom line in terms of revenue. The more sales you make, the more money you bring in.
An added advantage is that you must increase this customer base and build an army of loyal customers who can become your brand ambassadors.
Thus, the power of sales shouldn't be underestimated or under-used.
Why do we need to avoid sales mistakes?
Just like in other areas of life, sales demands practice. Perfect practice can make you ace the game of selling.
However, reps generally make many common sales mistakes at the beginning of their careers. If not corrected, these mistakes can result in a bad customer experience and lost deals.
- Firstly, sales mistakes can directly impact a company's revenue and profitability. Lost sales opportunities, pricing errors, and ineffective communication can all lead to a decline in revenue and hinder the company's financial health.
- Secondly, sales mistakes can damage a company's reputation. Poor customer experiences resulting from mistakes such as miscommunication or failure to meet expectations can lead to negative reviews and word-of-mouth. This can damage a company's brand image and future sales prospects.
- Thirdly, sales mistakes can ruin customer trust and loyalty. Customers are more likely to do business with companies that consistently meet their needs and provide a positive experience. When sales mistakes occur, it can shake the customer's confidence in the company, leading to a loss of trust and potentially driving them to competitors.
Let's examine 22 common sales mistakes and learn how to avoid them to turn every deal into a win.
22 Common sales mistakes to avoid
1. Not following a sales discovery call structure
Not having a strategy and calling every prospect is time-wasting and inefficient functioning. What you need is a sales discovery call structure—your roadmap to winning a customer.
How to avoid this mistake?
To improve the sales hit rate, you should invest time to create an effective sales discovery call structure. A well-defined sales structure helps you optimize the entire prospecting process. It targets the question- How can I solve the core problems of my customers?
Medha
2. Selling to people who don't need it
Your product is useless for the one who doesn't need it. Period.
Selling to those who don’t require your product may seem a savvy move, but it tends to backfire. Buyer’s remorse sets in, and there is regret and a sense of being taken for a ride, which is unsuitable for brand value.
How to avoid this mistake?
- Perform better customer profiling, zeroing in on the prospective client’s needs and tailoring an experience worth buying into.
- Use segmentation and identify leads with high chances.
- You can deploy AI apps that make it easier to track and convert leads.
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3. Being underprepared
It is criminal to be underprepared in sales. You need to know almost everything about your potential customers, who are likely researching you, too.
Knowing about your prospect, whether personally or professionally, shows your dedication. This builds trust and respect, which are key because people prefer to buy from someone they trust.
How to avoid this mistake?
Thoroughly research your prospect. Put yourself in their shoes and understand the sales challenges they face. Anticipate the questions they might have when you speak with them.
This research lets you ask targeted questions, pinpoint issues, and provide tailored solutions.
4. Talking more than the prospect
A typical sales mistake to avoid is talking more than the prospect during a call.
The superpower of the top sales executive is listening. Excellent performers talk less and listen more. They let the prospect mention their problems and desires.
How to avoid this mistake?
- Try to strike the right balance between listening and talking. 60:40(60 listening) is a good ratio to stick to.
- Focus on asking smart questions and then let the prospects respond. If you know when to talk and when to listen you can easily direct the discussion towards a sale.
- Use conversation intelligence tools like Fireflies.ai to track your talk-to-listen ratio and improve communication skills.
5. Pouring product information all at once
It is a common impulse to bombard prospective sales with all the information you have all at once. But 9 out of 10 times, you may end up losing a customer due to your aggressive sales pitch.
When you talk too much on a call, people tend to lose interest.
How to avoid this mistake?
- To avoid this common sales closing mistake, lure customers into revealing their pain points in your marketing/servicing space and offer viable solutions.
- Structure your sales call effectively before getting on a call. Keep your focus on the essential information and move towards closing the deal.
- Understand that your prospects already have a lot of information at their disposal. Present the information that's most relevant to them and will affect their decision.
6. Talking just about features, not benefits
Your prospect might not be interested in knowing about the programming language your product uses. Describing the features without mentioning the benefits is a time-waster.
How to avoid this sales mistake:
- This is a prevalent sales mistake, and to avoid it, you need to add value. Focus on the prospect's problem and offer them a solution through your product. People want your product to help them achieve their desired outcome.
- Prospects want a product that justifies their investment of time and money. Reveal how the product/service will ease their life. Focus on the post-sales experience they will earn.
7. Discussing price at the beginning
The number one skill in sales is patience. You need not rush to close a deal. Many sales reps commit this mistake in closing the deal. Try not to rush to give information about the price too soon.
How to avoid this sales mistake?
- Let the call build up to the point that either prospect asks for pricing or provides it naturally.
- Let the value your product provides be the decision point. Support the prospect's decision to buy with an appropriate pricing plan.
8. Killing sales with words
Do you remember the last time you used the word 'roadmap' or 'billion' during a sales call?
Consider yourself lucky if you've said these words and still managed to close a deal because those are sales-killing words. You should avoid the following sales-killing words at all costs:
- Contract
- Free Trial
- Payment
- However
- Competitor
How to avoid this mistake?
- Stay away from vague and void terms that convey no specific information.
- Be specific while talking and cut the fluff.
9. Not personalizing the solution
Your product or service is supposed to solve a prospect's problem. Simply talking about your product's features will not be enough. You'll have to figure out why your prospects need it.
How to avoid this mistake?
- Research the prospect before arranging a sales call.
- Focus on solving their problems and pitch your product as a solution.
- Offer customized solutions and include this rule in your B2B sales strategy.
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10. Agreeing to every term of the customer
Agreeing to every customer demand isn't wise. Once you start, it can be hard to stop. They may keep making more demands, even after becoming your customer, which can be draining financially and mentally.
But that doesn't mean you should say 'no' to everything either.
How to avoid this mistake?
Do a cost-benefit analysis before deciding. This will help you maintain a happy and satisfied customer base.
11. Making hollow promises
If you're focused only on making a sale without considering the customer, you might end up making promises you can't keep. And when you can't deliver on those promises, you'll be seen as dishonest, and your company's reputation will suffer.
How to avoid this mistake?
- Try not to exaggerate or hide any information about your product.
- Instead of making big promises, it's better to promise less and deliver more. By exceeding their expectations, you'll improve your reputation and increase revenue. Surpassing expectations is what gets people talking positively about your business.
12. Not handling objections well
NO.The two-letter word that most sales reps hate. Disagreement is the last thing you want during a sales call. But the reality is different.
Prospects may disagree with you in the real world and burn down all your expectations of closing the deal. However, you must not let objection affect your behavior and tone.
How to avoid this mistake?
- Don't get disheartened. Instead, show that you are open to disagreement and further discussion.
- Understand why the prospect isn't attracted to the offer. Dig deeper into his problem and provide alternate solutions.
- Learn how to handle objections in sales.
13. Asking too many (or too few) questions
In sales, the number of questions can impact the chances of closing a deal. Asking only a few questions doesn't get you anywhere, while asking too many might just annoy and repel the prospect.
How to avoid this mistake?
- Excellent sales reps ask 10-14 questions during a discovery call, while an average representative asks only 6.
- The more questions you ask, the better you'll understand the customer. But remember, asking more than 15 questions gives diminishing returns.
14. Asking irrelevant questions
Asking 14 questions per call isn't a secret sauce to closing the deal. Instead, focusing on the number of questions and not on their relevance is another common sales closing mistake.
How to avoid this mistake?
- Start by asking personalized questions.
- Dig deeper as the prospects reveal their problems.
15. Failing to compare it with competitors
Chances are, your company's product may have alternatives available in the market. You have to convince the prospect WHY you are better than the competitor.
How to avoid this mistake?
- Bring in the competitor early in the sales call, but weave the mention naturally.
- Build the conversation around your product's benefits over others. This will help the prospect understand your product's uniqueness.
16. Deploying filler words during conversation
Using filler words doesn't move the sales call forward. Filler words aren't substantial, and they don't hold any significance in the sales call. The word So is probably the most common filler word in sales.
How to avoid this mistake?
- Delete filler words from your sales conversation.
- Focus on facts and use relevant, meaningful terms.
17. Bragging about the company for more than 2 minutes
Talking about the company and its awards, milestones, and features decreases the chances of moving the sales forward. It may hinder the journey and even close further conversations and opportunities.
How to avoid this mistake?
- Give only a brief company overview.
- Stick to solving your prospect's problem and talk about the company only when asked.
18. Diverting to unimportant topics
The attention span of humans is short. The attention span of a prospect is even shorter.Many sales reps make the mistake of digressing. Discussing irrelevant matters during a sales call means you are wasting someone’s valuable time. Remember, you have a brief period to catch the prospect's attention.
How to avoid this mistake?
- Stick to your sales process and the topic of conversation.
- Try not to deviate too much from the main matter.
- In case the prospect deviates from the topic, politely guide them back to the topic. If you successfully lure the customer into further discussion, you've won!
19. Becoming aggressive
Talk to anybody you know, and they'll tell you what they hate the most in a sales rep."Sales reps are pushy."
Sales associates have a terrible reputation for being aggressive and pushy during sales. Everyone has some horrible or funny experience related to a sales call.
How to avoid this mistake?
- Understand the pain points, pitch the solution, and wait. Give them time to consider what's right for them.
- Remember to let them know that you're open to any questions they might have. Don't be a sales rep that you can't tolerate yourself.
20. Selling alone
"Unity is strength.”
Perhaps the most cliched yet accurate line.
It is a common sales mistake to enter the sales call all by yourself. The idea is to gain perspective about the product from different professionals in the company.
How to avoid this mistake?
- It would be more effective if you talk to at least one person before a sales call. Be it the sales manager, product manager, or sales engineer.
- You can gather new insights into the benefits and features of the product. Ultimately, this would increase the chances of closing a deal rather than selling alone.
21. Not having a clear end goal in mind
Many sales reps spend their time designing killer presentations and selling for the sake of signature sales pitches. These are necessary skills and define the sales craftsmanship of executives. But, they don’t act as a focal point in closing more deals.
How to avoid this mistake?
- The solution is to have a clear mindset.
- Make a sale by offering a relevant solution. Your actions should directly or indirectly lead you to the end goal of closing the deal.
22. Not having a follow-up plan
It's uncommon for a prospect to agree to a deal after just one meeting. Usually, it takes several meetings or conversations to close a deal.
Without confirming the next steps of buy-in, you're just marketing the product and not selling it. This means you need to follow up if you want to close the deal.
How to avoid this mistake?
- While ending the call, they discuss the next steps and guide the prospect along the buyer's journey.
- It would help if you mastered follow-up sales calls to close more deals.
Ayush Kudesia
FAQs
What are some common issues in sales?
Sales often struggle with common problems like struggling with lead generation, difficulty in closing deals, issues in communicating effectively with prospects, and inability to stand out among competitors.
What is one of the biggest mistakes sales reps make while selling?
One major mistake is that sales reps sometimes focus too much on their product or service, rather than solving the prospects' problems. They end up talking too much instead of listening to the customer's needs.
Don’t leave sales to chance—use AI to maximize your strategy
Sales is a hit-or-miss game. Either you draw the interest of the customer from the very beginning and then close the deal. Or you make these common sales mistakes and repel them away. Hence, it's always practical to keep working on a sales strategy, learn from the mistakes, and evolve if there's a need.
It is always wise to incorporate AI assistance to leverage data-driven insights, enhance customer engagement, and optimize sales processes.
An AI note-taker, like Fireflies, records, transcribes, summarizes, and analyzes your interactions with prospects to help you identify patterns and trends, enabling more targeted marketing campaigns and personalized sales calls. That's not all. Fireflies also offers powerful features to help you save time, maximize your sales strategy, and build better sales teams.
Key Features
- With an accuracy rate of over 90%, Fireflies transcribes meetings in 60+ languages, delivering detailed summaries, action items, and customizable notes.
- Find what you need in seconds with Fireflies' Smart Search. Its Sentiment Filters identify positive, negative, and neutral sentiments. And Topic Tracker enhances the ability to track, organize, and search meeting data efficiently.
- Conversation Intelligence helps you gain insights like speaker talk time and sentiment analysis by analyzing conversations.
- Fireflies.ai offers a unique Soundbite feature, allowing you to create short, impactful audio clips from recorded meetings.
- It integrates with over 40 apps, including CRM, dialers, and project management platforms.
- Take advantage of the GPT-4 powered bot, AskFred, for answering questions and generating post-meeting emails.
- Build a real-time knowledge base for your team and train reps faster.
It is the perfect productivity tool for sales reps to increase conversion rates and revenue. Try it for free today!
