1. Only selling to logic.

Human beings are emotional creatures and make decisions based on emotion, then justified with logic. When you hear a salesperson say 'I don't get why they won't move forward - it'll save them £££ per year.'..they most likely only sold to logic. 

2. Thinking they need to be liked in order to sell. 

One of the biggest misconceptions in sales, driving the wrong kind of behaviour. 

What happens to a salesperson's stature when they have a need for approval or acceptance? Credibility, trust & respect go out the window. Salespeople who put prospects on a pedestal are too agreeable & scared to challenge for fear of upsetting prospects.

Obviously don't act like an arrogant pri*k but credibility over likeability every time. If they like you as a result of doing your job well, then that's a bonus. 

3. 'Telling' isn't selling 

If a salesperson talks AT someone for half an hour, how can they understand their business, challenges, problems & aspirations? They can't. The only way anyone can do that is through effective questioning, listening & understanding. 

4. Selling Products not outcomes 

People only care about what your product or solution can do for them. They are buying a better outcome as a result of your product. So talk about that. Your product is simply a vehicle for change. And change leading to a better outcome is the only thing salespeople are selling. 

5. Not disqualifying properly

Salespeople are very good at hearing what they want to hear and either ignoring or avoiding everything else. But you can bet your bottom dollar all the reasons they won't move ahead will be discussed when you're not in the room. So bring them up when you have some influence.

This is the main reason salespeople waste hundreds of hours talking to the wrong people, sending proposals that will never go anywhere & chasing prospects within an inch of their lives. 

Pipelines full of people who should never have been put there in the first place & all because they were too sh*t scared to confront the reality of the situation. They continue to live in fantasy land, in a house of cards built on hope. A never ending cycle of disappointment & frustration. 

#sales #selling #mistakes