I was recently asked by a journalist what I feel the ten biggest mistakes are when it comes to selling? Trying to narrow this down to 10 was difficult, as I feel very strongly that selling skills in Australia are generally pretty bad (in fact I think they are bad all over the world).
So here are my top ten most common sales mistakes – if you can add any more to the list, please drop me a note in the comment box –
1. Sales people not being prepared when making a sales presentation.
2. Poorly presented sales people (dirty or wrinkly clothes, poor personal grooming, body odour etc).
3. Poor or non existent product knowledge – that is the sales people can’t give you any advice because they know nothing about the products that they are selling.
4. Sales people with a bad attitude – everything is a hassle.
5. Sales people who don’t listen to what the customer wants.
6. Making a promise to follow up with a customer and then not doing it.
7. Not having clear sales goals.
8. Not being “present” with the customer – that is the sales person’s mind is elsewhere.
9. Not being compelling and definite when it comes to making a recommendation to a customer.
10. Poor communication skills – no eye contact, mumbling, one word answers.
I guess at times we have all been guilty of a few of the above, but now is a good time to stop and see if you can put a tick against any of these bad habits, or do any of your staff have them. Knowing where you are going wrong is a great place to start to get it right.