As tackled in the previous blog posts, sales calls management is evolving into a science that studies how to effectively bring higher ROI and increase conversions.
There are a lot of mistakes that many sales professionals might find themselves doing, which can significantly hinder their professional development and decrease their sales numbers.
In this blog post, we are going to list such mistakes that we recommend your team to avoid to achieve maximum sales efficiency.
1. Poor Pre-sales Preparation
Research is key to successful sales. To ensure speaking with confidence about your product during any sales call, you need to make the proper market and consumer-based research to highlight the unique selling points that would best meet your prospect pain points and needs.
2. Skipping the Discovery Call
Discovery calls have the power to identify the best prospects among long lists of potential ones. To seamlessly communicate the true value of what you are selling, you need to invest more time and resources in the discovery phase in your sales engagement process.
3. Pitching Before the Actual Leads Qualification Process
Making sales pitch to unqualified leads would waste multiple resources and time that should be invested in the right path instead. Taking the time to ensure the alignment of your prospect needs and pain points with what you are selling can do magic to your sales and conversion rates. All you need to do is take one step back before pitching and start to detect quality leads through research and discovery calls for optimal resources management and outcome.
4. Highlighting Product Features, Not Values
Sales professionals in the beginning of their careers tend to try to sell their products through their features, which is an extremely bumpy road that does not lead to a tangible result. Most customers are not interested about what your product can offer in terms of features. They just need to hear how it can help them make their personal or professional life easier. All you need is to focus on the value of the product’s benefits and start to build psychological associations between such benefits and the customer’s pain points, needs, and goals.
The road becomes way more accessible that way!
5. Being Unempathetic
When sales professionals put all their focus on closing a deal, they might fall into the trap of becoming way pushy, which can backfire and affect the conversion process negatively. Instead, sales professionals should learn how to empathize with their prospects through deeply understanding their needs and pain points and communicating such empathy through building rapport with them and reassuring them that their problems have a solution.
Your team can increase their sales numbers significantly if they avoid these common mistakes. Also, you can ensure optimal sales teams’ readiness and efficiency through Composite’s virtual trainings that help your team go through multiple sales scenarios to manage each step of their sales management process before actually starting to pitch to their real prospects.
To know more about the product, visit the features page: https://www.i-composite.com/features
Comments