Seven new sales often make mistakes

Website： cn.jscztyhg.com   Release Time: 2014-12-18

A mistake, no investigation before the meeting.
A salesman after several weeks of voice mail contact with a potential customer, finally made contact, and set up a meeting. Unfortunately, before going into the meeting room, he did not make a research on the company, therefore, during the meeting he failed to come up with solutions to customers existing problems, for the top management of people, which is tantamount to a waste of time.
This is one of the most often make mistakes in the sales process. So before a phone call or meeting arrangement, sales personnel should spend some time getting to know a dive in the basic situation of customers.
Error two, not fully prepared.
A salesman to call a client. Originally thought that the customer is not in the customer, will hear the voice message, did not think of my client to pick up the telephone, the salesman be taken by surprise, the results did not raise the question of value, only to rush to meet customer problems, let the customer leading the sales process.
When you call or ready for negotiations with them, must take the relevant information at hand ready, including price, appraisal reports, samples and you're ready to put forward a series of problems. They are best list, on the phone before they will review it again, bear in mind. Want you only have one chance to customers leave a good first impression, if you wood ready, it will waste the chance.
Error three, they were eager to provide customers all the information.
This kind of sales staff often to the customer said: "my products have twenty functions, I will give you one one fine, hope you like them one." To selectively to the customer about.
Error four, led by the nose by customers.
Sales is a process of interaction, you should take control of this process, rather than allowing customers to leading. The best way to control the sales process is to ask the question, this is also the understanding of your products and services meet the demand of the best way to each other. If you can offer high quality problems, it is possible to find the defects of products, help the company to improve their own products, will gradually become the "expert".
Error five, do not provide relevant information to the customer.
There are many sales staff like to provide some totally irrelevant and customer information to the customers, such as his financial backers who, what are the big customers. But the customer is only concerned about the sales of products and services and how to make their own benefit, how to meet the personalized needs of his.
Error six, they do not have the goal in your mind.
Most of the time, the less experienced sales novice in rush and potential customers before, in my mind about the trip does not have a clear goal, for example, is to sign the contract, or find with customer technical team a chance to talk, so can be misleading. If you are not in the talks forward your request to the other party, you what also can not get.
Error seven, said too much, not to listen to.
Many salespeople chatter in the sales process, to their own product performance and after-sales service and great praise, but neglect the needs of customers. A customer first went to the store to buy the home carpet, a sales presentation to the customer himself in it for long, how clever, his carpets are great, but they did not solve customer problems - customer home for what kind of carpet.