It happens to even the most experienced promo pros: You think you’ve closed a deal only to learn you missed something crucial. Maybe the prospect had a change in priorities or perhaps they didn’t feel confident moving forward. These opportunities are frustrating but can provide valuable lessons. When you know why a deal has slipped through your fingers, you can take steps to improve your approach next time.
In this issue of PromoPro Daily, we share a post from the CallProof blog that outlines some of the most common mistakes salespeople make. Read on to make sure you’re not making these unfortunate sales blunders.
1. Not really understanding what the prospect needs. This is one of the biggest reasons sales reps lose deals, according to the CallProof post. Make sure you focus on the prospects’ problems. Get to the root of their issues by asking open-ended questions. This allows you to uncover their challenges so you can position your promo solution as the best fit.
2. Talking too much. This is another misstep that can cost you the sale. If you dominate the conversation or talk over the prospect, you’re not on the right path. People want to feel heard, so always listen actively. This allows you to understand their concerns and helps you build trust, the post says. Encourage the prospect to take notes or chime in and then respond thoughtfully.
3. Not properly following up. Some prospects need time before choosing a promo provider, so give them space while staying in touch. The post says a well-timed check-in can make all the difference. Always send timely follow-ups, provide additional information or resources and be available to answer any questions.
4. Ignoring objections. If you avoid or dismiss objections, prepare to lose the sale. The CallProof post advises looking at objections as opportunities to clarify concerns. Acknowledge the prospect’s hesitation, address it with facts and show how your solution overcomes their doubts.
5. Not providing a clear next step. Some deals fall through because there’s no sense of urgency or prospects don’t know what to do next. To avoid this, the post recommends setting a clear next step, offering time-sensitive incentives or highlighting the cost of inaction.
You can’t always prevent deals from falling apart, but you can avoid the mistakes above. The key is to recognize these pitfalls early and adjust your approach. By focusing on understanding your prospects, listening more than you speak and creating urgency, you can improve your chances of success.
Compiled by Audrey Sellers
Source: A blog post from CallProof, a web-based CRM that focuses on automating sales activity.
