Getting hung up on occasionally is one of the downsides of working in the sales business. Even the best salespeople might face rejection when making a cold call. Still, that’s nothing to obsess or get discouraged over. You just need to figure out which one of the following sales calls mistakes you’re making and act upon them.
Avoid these terrible sales calls mistakes
1. Mispronouncing the name of the person or company
When you mess up someone’s name, you instantly lose credibility. That just screams the fact that you didn’t prepare enough for the meeting, that you didn’t care so much as to gather at least some basic info about your potential client.
That’s not a good way to start a collaboration.
2. Not defining a clear list of prospects and your buyer personas
As tempting as it may be, opening the Yellow Pages or scrolling through your contacts list and beginning to make calls is not the best sales strategy.
The problem with that is that’s not effective. Instead of casting such a wide net, narrow down your list and target your audience. Create a list of companies or individuals that fit the profile and buyer persona.
When you discover vital information like age, location, gender, income, etc., you have a better understanding of how to approach your prospective customers or clients because you’ll be aware of their exact needs.
3. Sounding like you’re reading a script
You want your leads or consumers to trust you. And you can forget about establishing trust if you come across as just another salesperson, lacking any kind of emotion for the one you’re calling.
The impersonal tactic immediately turns people off.
If you’ve defined your target audience, then you should be able to address their specific wants and needs. Which that you don’t have to rely on a generic set of questions or responses to peak their interest.
4. Interrupting your prospect
Sales reps often misinterpret a moment of silence on a call as a sign of poor communication. So whenever a lull occurs, they rush in to fill it.
The problem with this is that salespeople can interrupt their buyers without even knowing it. The prospect might have been on the verge of saying something - but you cut them off by diving in to fill the silence.
While it's acceptable to interject when someone you know well is talking, interrupting a buyer you've never spoken with before, creates a terrible first impression.
Being a good listener is one of the most important traits a salesperson can have.
5. You’re overly confident or not confident enough
Buyers don’t want to hear reps rave about how superior their product is. Within the first minute of connecting with a prospect, you should show why the product is great for them. Moreso, it’s obvious to the buyer when reps are being dishonest or deceitful by making unrealistic promises about what your product has to offer.
Instead, offer rational fact-based reasons why you can help them.
Also, if reps don’t sound confident in their product, the potential buyers will not have faith in it either.
6. Sounding too salesy and being too pushy
Whether it’s that overzealous car salesman or internet provider representative that won’t let you cancel your subscription, people just HATE that type of sales approach.
So, why would you think that this type of technique would work for your cold calls?
Your focus should be to prove that your product or service brings value to their life and makes some things work a bit easier.
7. Giving potential clients the chance to refuse you
Hearing the dreaded word “no” is unavoidable in some cases. That’s just something that you’re going to have to live with, but that doesn’t mean you shouldn’t try to avoid it with every acceptable sales mean.
Just as you shouldn’t give the prospect the opportunity to turn you down and give you a blunt “no”, you should, for example ask them where you could email or mail brochures or other vital information - instead of asking them if they would like more information about your brand.
8. Focusing only on making a sale
The initial call should focus essentially on engaging the prospect in a conversation and identifying their needs by asking the right questions. Once he answers these questions you can determine which steps you’ll need to take to make that sale in the future.
Center your attention on the client, not on reaching your target!
9. You don’t make a follow up call
Research has found that “80% of sales happen after the fifth contact attempt”. This means that you can’t expect to make a sale after just one phone call. Which is why it’s important that you follow-up with the prospect.
10. No using the right tools to manage information
While you're making a sales call you'll receive a lot of information. Most likely, you won't be able to handle all of it without taking notes. In order to come up with a proper response and make the right propositions, you'll need to follow every detail that the prospect brings to the table.
Having a CRM software is going to make things a lot easier, especially if you're booking a meeting for a field sales agent. Both of you will have a clear overview on what's been discussed, even while outside of the office.
By avoiding these sales calls mistakes and following the golden rules of successful ones, you have the foundation for a professional presentation that both you and your prospect will feel good about.
You should start by reconciling yourself to the idea of being rejected sometimes and constantly trying to take corrective actions as soon as possible by avoiding the above-mentioned mistakes.
What is needed is regular practice on your part and getting feedback even from your work mates, as this will help you mend the mistakes and possibly turn you into an outstanding sales rep!