Talk less, listen more. This one line truly forms the crux of sales.
Sales is an art. You need skills, intelligence, and the ability to persuade to close a transaction between two parties. Convincing, persuasion, and researching potential customers about the product being sold are probably the most challenging aspect of a successful sales call.
An average salesman has to make 209 cold calls to convert a lead. Rejection can very well become part of a salesperson’s life.
Source: Baylor University
Now, why is it so hard to convert a lead? This is because the competition is intense out there. Any product has multiple competitors, substitutes, cheaper alternatives, etc. Hence, any salesman cannot afford to make any mistake while trying to convert a potential client.
Top sales mistakes you need to avoid now!
Any sales manager would give a leg and arm to get superstar salesmen on their team. They have all the right methods to have a successful sales call. Here are the top mistakes that an average salesman makes in their career that you need to avoid :
Not listening to the customer
Most often than not, if you are a sales professional, then there are high chances that you are an extrovert. Now, selling a product while describing its features in a short period seems kind of impossible. But the goal is to not speak but hear the client.
Try to keep a solid listening-to-talk ratio at 43:57. And if you are worried that you are speaking too much, then Instaminutes will be able to keep a track record for you.
It could help you build a rapport and ask open-ended questions to figure out pain points while stressing major USPs to sell. Recording such calls through AI-powered softwares like Instaminutes can help you get concise points that can easily be forwarded to product managers and marketing teams. This can help to further improve the product or service.
Source: Sales Hacker (2016)
- Not believing value is more significant than price
As a salesperson, you might want to attract customers through low prices, discounts, or offers. You may even try to use the price point as the major selling factor, but don’t fall for that trap.
You need to create value for the customer with every product you sell. For example – A kindle is not a machine with a lot of books in it; instead, it gives you the joy of reading in a portable library
If you make your product and yourself invaluable to the customer, they will always come back to you no matter how much you charge. This is how luxury brands entice their customers. No matter the exorbitant price, people always come back for more.
- Not creating a script
Nobody is born a salesman. You learn and get better every day with practice and upskilling yourself. In the initial days, it is best to have a brief outline or script about what you will speak to a potential customer.
Sales call notes and sound bites from other top salesmen in your team can be a good starting point to learn as well. This can help to train better and perform better.
Simply ask them to record their successful sales calls and get summarized meetings through AI softwares. You will be able to scan and highlight specific keywords that you need to weave into the conversation.
But please remember to improvise, customize and keep it real! Sounding fun and human – so cool. Sounding like you are reading from a pre-made script or sounding robotic – is not cool at all.
- Making promises that cannot be kept
You may be on a sales call with a prospective client who can give you 5x the sales that you have generated. You want that deal no matter what. But in the flow of convincing, persuading, and selling your product to the prospect, do not promise more than what you will be able to deliver.
This does not help the company or its image. Never hide the limitations of your product or exaggerate a feature to overcompensate for a shortfall.
Another risky but effective method is to under-promise and over-deliver. However, this also can backfire if the sale does not go through. Hence it is essential to know when you can take the risk or not.
- Not paying attention to detail
As a salesperson, it is vital that you read between the lines and offer solutions to the customer or even highlight that one detail that can help you bag the deal. This can only happen when you are taking sales call notes or keeping a record of conversations. Instaminutes can help you create a summary of the essential points of conversation. Going back over client meeting notes can help you improve your next pitch, develop new ideas, or even upsell your product offering. This can also serve as a teaching tool for new joiners.
How Instaminutes will help to do 2x sales?
The common mistakes made by sales professionals, most of them can be solved by awesome transcription software. But the problem with regular transcription software is that you will have to go through more than 5000+ words which is pretty normal in a 20-25 minutes meeting. Either you can get buried in those lengthy transcriptions or you can use Instaminutes.
Instaminutes summarizes client meetings into short keynotes in just 1 click. This means that once you begin to use this, you can focus on your client during calls. After the call, you will get key highlights, or key issues mentioned by clients automatically. A comprehensible and short documentation of client calls can let you know what are you doing correctly or what’s not working out.
Short notes help you to be more organized and planned in your sales meeting eventually lets you win 2x customers.
Lengthy transcriptions <<<<< Short instaminutes.
The software application is as easy as adding an add-on, on Chrome, logging into your meeting, and turning on the software.
The best part is you get real-time notes, productivity, and engagement scores along with the option for action items, key decisions, and a recap notification.
Now, HOW COOL is that?
Now you can use this tool to train new employees, keeping a record of the client meeting notes in case the call goes into too many specifications, or even for legal purposes.
Key takeaway :
A handful of people have a certain flair for sales. They have a great personality, can quickly warm up the client, charm their pants right off them, and know all the trade secrets to increase revenue. Everybody can be the ‘Salesman of the Year’ when these sales mistakes are avoided.
Frequently Asked Questions
1. How to pay attention to long sales calls while working from home?
Ans. Everybody has been there when you get distracted because the call went on for too long or in unnecessary specifications. In such cases it is best to record these calls, so you can listen to the important points again. Another better option could be to use softwares like Instaminutes which can summarize your meetings into key points and action items. Life will get much easier, am I right?
2. What are the 7 C’s of marketing?
The 7 Cs of marketing are – customer, context, community, content, convenience, conversion, and cohesion. However, the most important C that you need be worried about is the customer who plays a key role in the success of a company.
3. Can everyone do sales?
Ans. Sales can be done by anyone who cares about their customer. For this, you need to know what you’re selling, makes notes and learn more about the art of selling from experienced professionals and always try to add value to the customers’ life. If you can do all 3, then you can definitely do sales.
4. What is the most effective way to format meeting minutes in sales calls?
Ans. Meeting minutes need to be recorded in a manner that can help you scan and search for important points but also add action items or links to your calendar. Instaminutes can be a one-stop solution for solving all the problems since it gives you concise notes making 5000+ words of dialogues into JUST 400 words.
5. How can I become a successful salesman?
Ans. Selling is an art and hence it is important that you learn all the tricks of the trade. Understand the customer’s pain points and keep a note of them. Add value through your product/service to the consumer and continue to offer help even after the sale. This will show that you care, which eventually will lead to more sales.