There are many sales that do not get closed because of the salesperson's mistakes. Here is a list of the most common mistakes that sales reps make when dealing with prospects that turn many sales meetings into failures.
This list was published by INC.com.
Presenting your product at the very beginning
The basic outline of a meeting is building rapport with the prospect, analyzing what the prospect needs or wants, and only then getting to the presentation as such.
Using the same old methods
Do not keep using the same techniques and expect something to change. Try out new methods and seek new solutions.
Inability to build rapport
Before you present your pitch, focus on building rapport with the prospect, using both formal and informal tools.
Assume the prospect will reject you
If you enter the meeting with the expectation that you will get rejected, you really will. On the contrary, you should assume that the client will be interested.
Sales as the only goal
In your mind, the aim of the meeting should truly be helping the prospect.
Underestimating the personal connection
Even the best product will not sell itself, so do not underestimate the necessity to be on the same human wavelength with the client.
Taking everything the client says literally
Fifty percent of what the prospect says has a deeper meaning or reason. Learn to understand why prospects say these things and what they mean when they say it.
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