4 Mistakes in Sales

4 Mistakes in Sales

Enterprise sales representatives of IT companies plays a very important role in revenue targets of their company. Especially shrinking markets and other economy problems, caused increase in the competency conditions; on the other hand, companies under profit pressure needed to hire cheap and inexperienced sales people.

Inexperienced sales people’s activities on the field cause unsatisfactory results; and cause customers to think negatively about the products and the company. Generally, correcting the 4 common mistakes of these sales people, will result faster sales cycles and good results.

Mistakes and fixing points;

· Presenting too much information:

Entering to too much details with an effort, in order to produce an effect. For example: “ My product does 20 things. I will tell you these 20 things and I hope you will like one of them.” Nobody has a time to listen the whole list. It is neccessary to be selective.

· To disrespect: “I can help you.”. Amateurs like to inform their potential customers. This aprroach is mostly unpleasant. Potential customers may be successfull CEOs or business founders; they may be experts in their sectors; and most of their time was in sales. Never say “ I can help you.”; instead of this “ Your points are very interesting. Most of our customers are telling the same thing. I can tell you how we are helping to them.” this will change most of the things. This is especially important in the small and medium business sales opportunities. It is necessary not to forget that, there should be a respect to potential customer where he knows everything and within 15min. the conversation will be routed.

· To demean oneself with wrong information: Some sales reps spend most of all their time by studying on their products. Naturally, it is important and necessary to learn the details of the sales product; but on the other hand, it is neccesary to investigate and study the basics of the potential customer. Providing sales ways and hints, is the most effective way to attract a sales rep. A sales rep should listen and focus to his potential customers’ words and move from this point. This can be an advice about a book, or can be a subject in the presentation time, or can be a written subject that is shown in the past. Most of the people interest with the subject for themselves.

· Loosing the target: Inexperienced sales reps frequently attend to the meetings without any target on their minds. Sometimes this target may be a signing of a contract or closing a deal. But, usualy this happens with a conversation with technical people or with planning another meeting. It is necessary to know what should be expected from a meeting. And it is necessary to get this in the meeting and it should be gotten before the end. Generally “Thanks for your time, let’s keep in touch” type of closings result with failures. If you do not want, you will get nothing.

Mehmet Bilginsoy – May 2009