We’ve all been there, you walk out of a sales interview that was almost across the line and wonder to yourself, what could I have done differently that would have made for a different outcome.
Luckily as humans most of us learn from our mistakes and with that in mind here are five easily avoidable mistakes of a sales presentation. If you keep these in mind and avoid them you will be well on your way to making more sales and making the most of your selling time.
Not Being Prepared.
This may seem like common sense but many salespeople do very little preparation before a sales interview. The more prepared you are the more confident you will feel walking in the door. Consider what information you need to obtain about your prospect in advance, what industry are they in, who are their competitors, what are the possible challenges they may face?. Good preparation will save you on the day.
Well this one just rolls on from my previous point, but once again many salespeople make this mistake. They believe their time is more important. But consider this, in the prospects mind if you are five or ten minutes late without an explanation, how does this reflect on the delivery of your product or service?. Plan to be early but if worst comes to worst phone ahead and let them know if you are running behind.
Focusing too much on your product.
This is perhaps more harking back to the old days of selling but it is still very common. We want to go in and spout on about the great things our product or service can do for the prospect, how we can solve all their problems if only they would sign on the dotted line. You will get more sales across the line if you focus on the prospect and their needs first then worry about what your product can do for them later.
Giving price too early
Say you are going to buy a new PC, you have in mind that you want to buy a basic laptop that you can use to browse the internet, watch movies and do basic word-processing. The salesman at the electronic store instead quotes you on a workhorse desktop PC that will cost twice as much. The mistake was instead of asking you what you were after he made an assumption and quoted the price too early. When making your sales presentation make sure you uncover if they have a need for your service and justify it before price is ever mentioned. Only then will they be considering how, not if they can afford to use you.
Focusing on ourselves instead of helping the prospect
There is so much competition in the business world that sometimes we can be so focused on trying to sell sell sell that we forget that we provide solutions where there is a need for what we offer. If we are pushing to get everyone across the line even if they don’t need our services we are doing ourselves and our clients/prospects an injustice. Find out if your prospect has a need for your service, qualify them, then set about filling that need.
Hayden Burgess is a Programme Developer and Facilitator for Sales Impact Group.