Prospecting is one of the hardest stages in the sales process. It’s where salespeople commonly make mistakes that impact the entire pitch. Learn some of the common prospecting mistakes in this episode.
Diane Helbig works with small business owners and salespeople in overcoming their struggles. She works out realistic ways for salespeople and entrepreneurs to get things done in an authentic manner.
Common prospecting mistakes
Here are the top 3 common mistakes that salespeople make when prospecting.
- Salespeople believe that everyone is a prospect
- Believing that what they seek is a sale rather than a meeting
- Talking more than listening
Sales is about solving the problem and connecting your product to your client’s need. This isn’t about convincing people to buy from you. Unless you have what they need, convincing someone who wasn’t ready to buy can lead to buyer’s remorse. If you approach the prospect with the closing in mind, the sales process becomes about you and not about them.
Not everyone is a prospect
It’s hard for salespeople to realize not everyone needs your products and services. As sales reps, you need to evaluate your prospects and approach the process in a more curious way. You want to be able to recognize the people you’re supposed to work with and understand not everyone is going to be a good fit for you. When you work with people you connect with, and they with you, you’re setting yourself up to better for a long-term relationship.
Seek sale rather than a meeting
When looking for sales, sales reps are focused on closing a deal. As a result, you may not recognize that prospects are signaling you that you’re being pushy. Your main goal isn’t the sale but the meeting, a chance for discovery. This is where you build a relationship with prospects. This is where you figure out if it makes sense for you to continue the conversation.
Talking more than listening
Sales reps can talk at length about their products and services long before they get permission. It’s presumptuous and off-putting and can push prospects away. The more a salesperson is talking, the less they’re learning. If we’re not learning about the prospects, we won’t be able to build that relationship and trust and we certainly won’t know what’s best for them.
“Mistakes Salespeople Make When Prospecting” episode resources
Reach out to Diane Helbig via her LinkedIn account.
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