Three Costly Mistakes that Kill Sales & Waste Time

caution-sign-muted-redIf you have ever heard a salesperson making these three mistakes, you know why they are killing sales and wasting time.

1.) Boring prospects by doing too much talking

You know your services and products inside out.

You could talk for hours about your product features or benefits.

Don’t.

You have just 7 seconds to get their attention and make a good impression.

Whether you call a prospect or they call you, use the call to learn what they want and need.

Ask the right kind of questions, and then –

Let them do the talking so you can get the information you need.

2.) Wasting time with people who aren’t buyers

No matter how good your system is for qualifying leads, you will sometimes end up on the phone with people who can’t afford your services or won’t benefit from your products.

Conversations like these can take up way too much of your time.

And I know this is true because I spent my first year in sales doing exactly this – wasting time with people who were not buyers.

It was a costly lesson.

What I learned after that first painful year:

Use qualifying questions and their responses to discover within the first 3 minutes of a conversation whether or not the person you’re talking with is a promising prospect.

If not, thank them for their time and move on to your next call.

3.) Losing sales by quoting price too soon

When prospects call, one of the first questions they ask is about pricing.

If you tell them right away, you risk ending the conversation and losing the sale.

Not stating the price immediately takes practice.

Dollar figures by themselves are meaningless.

When a prospect asks what you charge, don’t tell them until you’ve had a chance to learn what they want.

Then put the price in the context of the value and quality solutions you provide

Are you tired of making calls that don’t get the results you want?

You are invited to start getting positive results by joining me for my once a week 4-week coaching and sales-training e-class which begins on Wednesday.

During this private one-to-one coaching I will work with you, personally, to provide positive motivation plus new marketing ideas and wording that can convince prospects to WANT to become your raving fans and paying customers.

To register or learn how you can increase your sales with my coaching and your commitment, send me a message  and I’ll get back to you as soon as possible.

I look forward to helping you achieve your goals!

Ann
P.S. – You can use your BTA Educational Discount for this e-Course!