Implications for Salesmen in the Machinery Industry: 5 Errors and 5 Failures for Salespersons

First, the five mistakes that salespersons unknowingly make

Sales, whoever will! If so, eloquent people abound, however, how many more real TOPSales?

Worryingly, many Sales believe that sales is an opportunistic activity and it is a full art. In fact, sales is precisely an absolute science, with its inherent basis and laws to be found.

In fact, if we want to be successful, if we want to be successful, we must master its essence and laws in order to become TOPSales, and try to avoid some common sales mistakes.

For more than 10 years, the author has been engaged in the research and dissemination of sales skills. With the assistance of the internationally famous sales training program, Action Selling, we have attributed the mistakes made by sales personnel and their losses to 5 points. Share it below.

1. When a salesperson unknowingly commits the following five kinds of errors, potential sales opportunities will slip through the fingers:

1) 82% of sales staff failed to achieve differentiation.

2) 99% of sales staff did not promise goals.

3) 86% of sales staff incorrectly questioned.

4) 86% of sales staff showed fatigue.

5) 62% of the sales staff did not make a good footing (no request for customer commitment).

2. The above errors will bring a lot of potential losses to the sales work:

1) Failed to achieve differentiation:

Most salespeople actually do not understand that the real factor in achieving differentiation is not price, promise or small benefit, but rather to guide customers to make various purchase decisions one by one (Today, the vast majority of salespeople are still engaged in stereotyped products. Oriented sales).

2) There is no promise goal:

Salespeople often do not set clear goals (we call them "commitment goals"), nor do they strive to achieve promised goals, thereby artificially extending the sales cycle.

3) Improper questioning:

Asking questions is the number one tool for sales staff to promote sales. If used improperly, sales may fail.

4) Show fatigue:

Some salespeople always say too much and hear too little. Statistics show that people who boast are actually very low chance of success.

5) Didn't do a good job:

Salespeople often miss or lose deals and are often dragging their feet, so they can't effectively promise customers.

The above five classic errors actually reflect the five key skills necessary for salespersons: differentiation (matching of sales process with decision-making process); sales planning (ability to set and achieve promised goals); questioning; display; obtaining committed to. The Action Sales Course integrates the above five major abilities into a set of scientific processes - nine steps in action. This article will not repeat them one by one.

Winners are often those who can effectively avoid the above five major mistakes, and they are also able to practice the corresponding five major skills to a certain extent. Only by effectively reducing or even completely eliminating the above five major mistakes can sales be finally sublimated into art. Text / New Country

Two or five failed sales practices

As a sales manager, you spend a lot of time teaching sales representatives how to deal with customers correctly. The next time you feel a bit difficult to control, show them wrong practices. Yes, teach them how to make customers feel bored. Michael Schell, CEO of TheApprovedGroup, Inc., said that if your sales representative makes one of the following five things, they will surely anger your customers. As long as there is a little bit of this practice, you will see sales decline, and customers are turning to your competitors.

1. Participate in meetings without preparation.

If you are tempted to irritate potential customers, your best bet is not to go to a meeting without studying their company, schedule, or all the materials you need. You can also ask some of the basic questions that have been answered on the company's website to make customers more angry. A procurement source told Schell: “When sales representatives don’t understand our company, it’s really annoying. I also don’t like to hear them ask me who the other supplier is. They should know that in our region, they Who is the competitor?” said Anne Stilwell, Director of Contracting and Procurement Services at Fannie Mae: “When sales representatives did not study our company, they did not have a good impression of me. They asked for some basic information to take up half of them. Time. If they are real professionals, they should complete these tasks before they come to see me. If they do not plan a meeting, they will not be able to discuss the important content within the scheduled time, it will be very angry."

2. Too much commitment and not fulfilling enough.

To really drive customers away, tell them that you can get them orders before the weekend and make sure there are no problems. Of course, you know this is impossible. But the ship is straight to the bridge, because after all, your job is only to complete the sale, right? Ion Jason Wihnon, IKON-IMS's procurement officer, said: “The sales representative just breaks the existing procedures and then does not Promises, this is very irritating. Honestly, you can promise as much as you can. Exceeding the deadline is a very serious matter. If you know you can't do it, don't say it.”

3. Take the back door to engage in sales.

Every child knows this trick - if Mom says no, go and ask him. Similarly, if sales representatives who hear decision makers say they really want to make them angry, just avoid them and try to get another person to nod and say yes. Here is a concise complaint: Kathi Wilson, facility assistant at IDXSystemsCorp, laments: “After I had rejected a sales representative’s plan, he/she later called again and tried to talk to another buyer. I think this is very frustrating. It's a bit immoral, a bit sneaky, and can hurt business health."

4. Do not make a reservation on the door.

Make an appointment? Who needs an appointment? Your potential customers are full of praise for your product or service, and they will be happy to see you at any time. Is that right? If you think so, congratulations to you—you got a perfect score on the buyer's anger meter. Equally irritating is the endless call or message - it also falls into this category, and you hope that one day the buyer will call you back so that you don't leave a message. However, the truth is: “I'm constantly irritated by the phone call and I'll just leave me farther away from you,” said Lisa Perdue, a senior buyer.

5. Too much, too little to hear.

If the buyer carefully explains to you why their company does not currently need your company's services, and you have to go further, no matter whether you try to complete a sale in 271, then you are an expert in this category. If the buyer really needs your service, you can still go forward and give them endless talk about your solution and company, and stop asking them for their needs and make them angry. The key to successfully annoying buyers is that customers say nothing and only focus on their own issues - completing a sale. The most important thing is this, right?