common mistakes sales people commit

The primary objective of any sales representative is to be able to entice and encourage potential customers and clients to avail the different products and services that are being offered by the company that they are working for.� However, despite this common knowledge and the fact that companies provide them great commission rates for every product or service that they are able to sell, many sales representatives find themselves struggling to even make one sale in a month.� The main reason for this is that quite often, they unknowingly commit a number of mistakes as they try to make a sale to a prospective customer or client that instead of actually being able to close the deal, they atually drive these potential customers and clients away.Here are just some of the most common mistakes sales people commit to avoid.Mistake #1: Failing to Establish a RapportOne of the most common mistakes that many sales people commit when trying to encourage a potential customer or client is that they focus too much on trying to convince the potential customer or client to avail of the products and services being offered by the company that they fail to establish a favorable rapport with them.� Part of being able to make a sale is to be able to establish a sound buyer-seller relationship by providing ample information about what sets the company apart and, more importantly, what sets the company's products and services apart from other companies that offer similar products and services.� Failing to provide this crucial information to the prospective buyer would help them make the decision to look elsewhere to avail of what they are looking for.Mistake #2: Asking the Wrong QuestionsAnother common mistake many sales people commit when doing a sales pitch with a prospective buyer or client is asking the wrong question.� In fact, in a recent survey conducted by an independent group, they were able to discover that 86% of all sales representatives ask the wrong questions to prospective clients and customer during a sales pitch.� This common mistake can lead to disastrous situations where sales representatives eventually find themselves having to overcome with resistance and strong objections on the part of the potential customer or client, which could have been easily avoided if the right questions were asked to begin with.Mistake #3: Talking to MuchIn an effort to sound enthusiastic about the product or service being presented to a potential customer or client, sales representatives tend to do almost all of the talking during the sales pitch.� Although being energetic when presenting a product or service to a potential customer or client is important when doing sales, talking too much also means that they spend lesser time listening to the questions that customers and clients ask after in order to help them make that all-important decision whether to purchase what you are offering or not.� On top of that, talking excessively and dumping too much information to a prospective customer or client can make them lose interest on your sales pitch altogether.� Add these two scenarios up, and you are left with a customer who is more eager in trying to get you to leave rather than make a purchase.

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