Sales Practices to AvoidOct 15 2015, by Sales in
There are many guides out there that tell salespeople what they should do in order to be successful. While it’s certainly important to know what sales practices you should keep in your arsenal, it’s also important to know what sales practices you should avoid. Doing the wrong things can have as much of an impact on your sales as doing the right thing. Here are some sales practices to avoid in order to be successful.
First and foremost, you should not sit back and wait for opportunities to come knocking on your door. The best salespeople are always the ones who are putting themselves out there and looking for prospects. Your success depends on your ability to make your own opportunities. You might not win every one, but the more opportunities you have lined up the higher your chances are.
Another important sales practice that you should avoid is not spending enough time preparing for your sales meetings. These meetings are some of the most important interactions you will have with your clients and prospects. Going into them with little preparation because you feel like you will be able to wing it is never a good idea. Salespeople should go into every meeting equipped with the knowledge needed for each unique client and situation.
It might seem like common sense, but lying isn’t good in just about any scenario, including when it comes to sales. It can be tempting for salespeople to tell little white lies or exaggerate some facts if they think that it will help them close a sale. Lying by omission is also just as bad as outright telling a lie to a customer or lead. Avoid this sales practice to avoid making promises you can’t keep and setting up your professional relationship with the wrong expectations.
Not following up is another practice to remove from your sales playbook. Salespeople know that there is a fine line between being considerate and communicative and being annoying but it’s always better to err on the side of communication. Not following up could indicate that you’re disorganized or that you simply don’t care about maintaining your professional relationships. A quick email is a great way to keep the connection between salesperson and client alive.
While a quick email might be good for some things, using the wrong communication method is a mistake in sales. If you have to discuss a complex or sensitive issue with a client or lead, you should choose to have those conversations on the phone or in person rather than through an email. Emails are great for keeping in touch and clarifying a few things here or there but the tone of emails can be misread and information can be conveyed poorly. Don’t rely on email for all of your communications.
Having a list of good practices is crucial but so is having a list of sales practices to avoid. Successful salespeople avoid these practices and if they catch themselves slipping into one of these bad habits, they are quick to correct themselves.