The onset of digitalization and stiff competition have changed the face of sales today. Despite laying too much significance on marketing,businesses these days fail to get results. If the right ideas can make the turbulent sales go smoother wrong ideas and blunders can kill your sales and success. Your product does not become an instant hit in the market and have a difficult time to sustain because you are doing the same blunders that most of the start-ups do. Discussed here are the top 7 mistakes that kill your sales success.
Your Prospects Are Leading The Sales Process:
You are spending too much time and efforts on marketing your products and gaining prospects for them but prospects are not your customers and you cannot depend too much on them. Prospects are the people in search of the products like you which may or may not buy from you.
An engaging sales interaction can solve this problem. If your sales funnel is filled with the prospects and they are buying from your competitors, make sure to have a tactic conversation with them. How much budget do they have, does your product offer all the features that they actually need? Quality questions asked from them can help you know their thought process which can be manipulated with sales acumen.
You Do Not Practice Urgency:
Most of the customers do not buy from you because they get enough time to survey in the market. They search for different vendors and get motivated by one of those as the result of which you lose deals.
The best time your product should be bought is now. Show your customers a sense of urgency ask that your “special price offer” or the feature of their need is available only for a limited time period. Make them caught in a situation of “now or never.”
You Do Not Ask Hard Questions:
It is better not to be get trapped. Not all people are willing to buy from you. They may come to your for a different intention and may ruin your sales actually.
Try to find a genuine prospect and motivate him to become your customer. Listen to your customers carefully first and ask them questions like “how do you feel about our price”,”what features attract you the most,” “what makes you switch to us from your present service provider?” If you are not asking these questions you are losing deals and would not be able to build the trust.
You Use Free Trial To Close The Deals:
You think it is good way for the people to realize the value or importance of your product. Free trials without timelines do not work however. People do not end up in realizing the importance every time and it is a human psychology to be an opportunity-seeker.
Business means business and not charity. Offering free-trials hamper the cash flow and they may or may not close deals. Show your customer that they are paying for what they get no more and no lesser.
You Hit The Wrong Psychology:
This is the most commonly made mistakes and hence discussed at last. All through your career you are taught to build the value of your product and then pitch the price. You try to keep the lowest possible price in the market with an average value of your product and suffer loss. Incredible it may sound but it is true that even more than the value a majority of customers is concerned about the price. Price is the first thing that comes in their mind when they buy. But, there is a hidden psychology that expensive means “more value.”
When you present your product in the market, let the intrigued customers know that you have a slightly high price than the others. Do not keep the price at the end of the presentation. Presenting the features first and price at last is hitting the wrong psychology. Try presenting the price first so that they want to know more about the value you are going to offer them. Present the features and the extra values you have so that the price gets justified in the further steps and they have a smile on their face at last.