5 Common Selling Mistakes And How Not to Sound Too \u2018Salesy\u2019<\/strong><\/h1>\nHow to Sell Better? Honestly, prospects are sick of receiving those emails where you address them as \u2018dear\/friend\u2019. They are also tired of downloading good-for-nothing white papers and attending non-productive webinars. It\u2019s time for you to stop making these common selling mistakes.<\/p>\n
Your prospects have had enough of sales! They want value; they need experience. But that is what I am trying to do, you may say.<\/p>\n
As a salesperson or a marketer, you may not realize when you cross the thin line between selling and pushing your product\/service into the prospect\u2019s face. And, that\u2019s exactly when you make the wrong selling decisions.<\/p>\n
Your best sales tactic may be the biggest \u2018pain in the neck\u2019 for your prospects. No! That can\u2019t be true for me \u2013 if this is something you just thought, let\u2019s give you a reality check.<\/p>\n
We\u2019ll talk about common selling mistakes that make you \u2018too salesy\u2019, and if even one of these rings a bell, go ahead and read \u2018The Way Around\u2019 to understand how to sell better.<\/p>\n
5 Common Selling Mistakes You Need to Avoid\u00a0<\/strong><\/h2>\n1. Your Sales Talk Starts and Ends with \u2018We\u2019, \u201cOur Product\u201d, \u201cMy Team\u201d etc.<\/strong><\/h3>\nYour sales pitch<\/a> makes all the difference. When it is a product that you wish to sell, it is obvious that you will talk about it. However, if your entire talk is about the product then you will lose out on the customer\u2019s interest. Does your talk include only the features of the product that you offer?<\/p>\nYou need to help the customer discover the fact that they need your product. Talking about benefits isn\u2019t enough. You begin to get boring and appear as someone desperate to make a sales pitch. You don\u2019t want to be the David\u2019 who called Jill Harrington<\/a> to \u2018help him generate leads for his business but had no clue about Jill\u2019s business or the challenges he was facing.<\/p>\n<\/p>\n
The Way Around\u00a0<\/strong><\/h4>\nA talk focused on the product can be acceptable if it is a solution to the customer\u2019s problems. So make sure your pitch makes the customers feel that buying your product can make a difference in their lives.<\/p>\n
As a salesperson, to avoid the most common selling mistakes, you need to listen more and talk. This not only helps you earn buyers\u2019 trust, it also gives insights that you can use to personalize your messaging and recommend the right solution.<\/p>\n
In case you feel challenged to stay quiet during a sales call, here are few tricks you can use \u2013 Keep a note handy that reads W.A.I.T (Why Am I Talking). HubSpot sales rep Gary Valenti uses this technique too!<\/p>\n
You can also press the mute button once you\u2019ve asked a question on a sales call<\/a>. Also, ask one question at a time. This helps prospects process your question and give better insights, and gives you the time to modify your time of inquiry. Speaking less is tough but if you have an intent to listen, it isn\u2019t as challenging.<\/p>\n2. You\u2019re Agenda-Driven, Not Customer-Centric<\/strong><\/h3>\nYou are a pushy salesperson if your one-point agenda is to sell the product. There is no connection between you and the customers. You don\u2019t want to add value to them. You keep sending them long email trails, entice them with free downloads or webinars, or point them to resources to read. But they still won\u2019t convert.<\/p>\n
Why? Because none of this has been done with the customer in mind. Did you find out if the customer has time for your emails? Or if they want to read those lengthy resources?<\/p>\n
The Way Around\u00a0<\/strong><\/h4>\nSales are about being sensitive to the needs of the customer. Show a genuine interest in their requirements and try to solve their problems earnestly. Your product should be able to solve the problem that the customers are dealing with. If you really feel like creating resources, create meaningful ones.<\/p>\n
VenturePact, a SaaS platform, had to find a way to answer their prospects\u2019 biggest question \u2013 how much does it cost to build a mobile app<\/a>. Instead of pointing them to boring resources, they created an interactive calculator<\/a>. The tool got them more than 11K qualified leads.<\/a><\/p>\n<\/p>\n
<\/p>\n
3. Your Claims are, Well, Just Claims<\/strong><\/h3>\nOne of the most common selling mistakes that salespeople make involve making big false claims.<\/p>\n
Well, your job requires you to do so. After all, you have to make your product look better than the competition. Thus, you use flamboyant presentations that include reviews and quotes from satisfied clients.<\/p>\n
However, none of this seems true to the customers and they often waive off such baseless claims.<\/p>\n
The Way Around<\/strong><\/h4>\nNothing works better than numbers and statistics to prove the success of the product. Include such data in your presentation because it can be verified. To gain the customers\u2019 trust, use endorsements from public figures (influencers) instead of big words. There should be proof of what you are saying.<\/p>\n
Take Starbucks for instance. Not that they need any advertising at this point in their journey, but stars moving around with a Starbucks cup in their hand re-emphasizes the \u2018cool\u2019 factor of the brand.<\/p>\n
Case studies, testimonials, and product reviews may come in handy. Product reviews are 12-times more trusted than sales copies<\/a> from manufacturers. Everything you say\/show should be backed by proof. Google Chrome\u2019s ad promotes how fast it is. It says, \u2018even the fastest computers need 45 seconds to start and that is enough to make a sandwich!<\/p>\n4. You\u2019re Using Generic Pitches<\/strong><\/h3>\nNothing sounds more hollow than empty promises. If you have promised your customers that you will send them a customized pitch, you better send them. A generic brochure cannot replace it and paints a poor picture. Stick to your one-track sales pitch and you will surely sound more \u2018in your face\u2019 than persuasive.<\/p>\n
The Way Around<\/strong><\/h4>\nBe proactive in your approach especially when making a sales pitch. If your client wishes some customized information, you cannot ignore it. According to a 2014 study by Qvidian, salespeople often lose deals because they haven\u2019t customized their content<\/a> to their buyer\u2019s needs. You need to take that extra effort to collect the required data and send to him just what he wants.<\/p>\nOne great way to ensure customization is to include interactive content<\/a>. You can choose from the various types of interactive content<\/a> such as quizzes<\/a>, calculators, surveys<\/a>, chatbots, etc. to answer your prospects\u2019 questions rightfully.<\/p>\nFor example, we this ROI calculator<\/a> to help our prospects figure out the return on their investment with Outgrow. Aren\u2019t we awesome?<\/p>\n
1. Your Sales Talk Starts and Ends with \u2018We\u2019, \u201cOur Product\u201d, \u201cMy Team\u201d etc.<\/strong><\/h3>\nYour sales pitch<\/a> makes all the difference. When it is a product that you wish to sell, it is obvious that you will talk about it. However, if your entire talk is about the product then you will lose out on the customer\u2019s interest. Does your talk include only the features of the product that you offer?<\/p>\nYou need to help the customer discover the fact that they need your product. Talking about benefits isn\u2019t enough. You begin to get boring and appear as someone desperate to make a sales pitch. You don\u2019t want to be the David\u2019 who called Jill Harrington<\/a> to \u2018help him generate leads for his business but had no clue about Jill\u2019s business or the challenges he was facing.<\/p>\n<\/p>\n
The Way Around\u00a0<\/strong><\/h4>\nA talk focused on the product can be acceptable if it is a solution to the customer\u2019s problems. So make sure your pitch makes the customers feel that buying your product can make a difference in their lives.<\/p>\n
As a salesperson, to avoid the most common selling mistakes, you need to listen more and talk. This not only helps you earn buyers\u2019 trust, it also gives insights that you can use to personalize your messaging and recommend the right solution.<\/p>\n
In case you feel challenged to stay quiet during a sales call, here are few tricks you can use \u2013 Keep a note handy that reads W.A.I.T (Why Am I Talking). HubSpot sales rep Gary Valenti uses this technique too!<\/p>\n
You can also press the mute button once you\u2019ve asked a question on a sales call<\/a>. Also, ask one question at a time. This helps prospects process your question and give better insights, and gives you the time to modify your time of inquiry. Speaking less is tough but if you have an intent to listen, it isn\u2019t as challenging.<\/p>\n2. You\u2019re Agenda-Driven, Not Customer-Centric<\/strong><\/h3>\nYou are a pushy salesperson if your one-point agenda is to sell the product. There is no connection between you and the customers. You don\u2019t want to add value to them. You keep sending them long email trails, entice them with free downloads or webinars, or point them to resources to read. But they still won\u2019t convert.<\/p>\n
Why? Because none of this has been done with the customer in mind. Did you find out if the customer has time for your emails? Or if they want to read those lengthy resources?<\/p>\n
The Way Around\u00a0<\/strong><\/h4>\nSales are about being sensitive to the needs of the customer. Show a genuine interest in their requirements and try to solve their problems earnestly. Your product should be able to solve the problem that the customers are dealing with. If you really feel like creating resources, create meaningful ones.<\/p>\n
VenturePact, a SaaS platform, had to find a way to answer their prospects\u2019 biggest question \u2013 how much does it cost to build a mobile app<\/a>. Instead of pointing them to boring resources, they created an interactive calculator<\/a>. The tool got them more than 11K qualified leads.<\/a><\/p>\n<\/p>\n
<\/p>\n
3. Your Claims are, Well, Just Claims<\/strong><\/h3>\nOne of the most common selling mistakes that salespeople make involve making big false claims.<\/p>\n
Well, your job requires you to do so. After all, you have to make your product look better than the competition. Thus, you use flamboyant presentations that include reviews and quotes from satisfied clients.<\/p>\n
However, none of this seems true to the customers and they often waive off such baseless claims.<\/p>\n
The Way Around<\/strong><\/h4>\nNothing works better than numbers and statistics to prove the success of the product. Include such data in your presentation because it can be verified. To gain the customers\u2019 trust, use endorsements from public figures (influencers) instead of big words. There should be proof of what you are saying.<\/p>\n
Take Starbucks for instance. Not that they need any advertising at this point in their journey, but stars moving around with a Starbucks cup in their hand re-emphasizes the \u2018cool\u2019 factor of the brand.<\/p>\n
Case studies, testimonials, and product reviews may come in handy. Product reviews are 12-times more trusted than sales copies<\/a> from manufacturers. Everything you say\/show should be backed by proof. Google Chrome\u2019s ad promotes how fast it is. It says, \u2018even the fastest computers need 45 seconds to start and that is enough to make a sandwich!<\/p>\n4. You\u2019re Using Generic Pitches<\/strong><\/h3>\nNothing sounds more hollow than empty promises. If you have promised your customers that you will send them a customized pitch, you better send them. A generic brochure cannot replace it and paints a poor picture. Stick to your one-track sales pitch and you will surely sound more \u2018in your face\u2019 than persuasive.<\/p>\n
The Way Around<\/strong><\/h4>\nBe proactive in your approach especially when making a sales pitch. If your client wishes some customized information, you cannot ignore it. According to a 2014 study by Qvidian, salespeople often lose deals because they haven\u2019t customized their content<\/a> to their buyer\u2019s needs. You need to take that extra effort to collect the required data and send to him just what he wants.<\/p>\nOne great way to ensure customization is to include interactive content<\/a>. You can choose from the various types of interactive content<\/a> such as quizzes<\/a>, calculators, surveys<\/a>, chatbots, etc. to answer your prospects\u2019 questions rightfully.<\/p>\nFor example, we this ROI calculator<\/a> to help our prospects figure out the return on their investment with Outgrow. Aren\u2019t we awesome?<\/p>\n
You need to help the customer discover the fact that they need your product. Talking about benefits isn\u2019t enough. You begin to get boring and appear as someone desperate to make a sales pitch. You don\u2019t want to be the David\u2019 who called Jill Harrington<\/a> to \u2018help him generate leads for his business but had no clue about Jill\u2019s business or the challenges he was facing.<\/p>\n <\/p>\n A talk focused on the product can be acceptable if it is a solution to the customer\u2019s problems. So make sure your pitch makes the customers feel that buying your product can make a difference in their lives.<\/p>\n As a salesperson, to avoid the most common selling mistakes, you need to listen more and talk. This not only helps you earn buyers\u2019 trust, it also gives insights that you can use to personalize your messaging and recommend the right solution.<\/p>\n In case you feel challenged to stay quiet during a sales call, here are few tricks you can use \u2013 Keep a note handy that reads W.A.I.T (Why Am I Talking). HubSpot sales rep Gary Valenti uses this technique too!<\/p>\n You can also press the mute button once you\u2019ve asked a question on a sales call<\/a>. Also, ask one question at a time. This helps prospects process your question and give better insights, and gives you the time to modify your time of inquiry. Speaking less is tough but if you have an intent to listen, it isn\u2019t as challenging.<\/p>\n You are a pushy salesperson if your one-point agenda is to sell the product. There is no connection between you and the customers. You don\u2019t want to add value to them. You keep sending them long email trails, entice them with free downloads or webinars, or point them to resources to read. But they still won\u2019t convert.<\/p>\n Why? Because none of this has been done with the customer in mind. Did you find out if the customer has time for your emails? Or if they want to read those lengthy resources?<\/p>\n Sales are about being sensitive to the needs of the customer. Show a genuine interest in their requirements and try to solve their problems earnestly. Your product should be able to solve the problem that the customers are dealing with. If you really feel like creating resources, create meaningful ones.<\/p>\n VenturePact, a SaaS platform, had to find a way to answer their prospects\u2019 biggest question \u2013 how much does it cost to build a mobile app<\/a>. Instead of pointing them to boring resources, they created an interactive calculator<\/a>. The tool got them more than 11K qualified leads.<\/a><\/p>\n <\/p>\n <\/p>\n One of the most common selling mistakes that salespeople make involve making big false claims.<\/p>\n Well, your job requires you to do so. After all, you have to make your product look better than the competition. Thus, you use flamboyant presentations that include reviews and quotes from satisfied clients.<\/p>\n However, none of this seems true to the customers and they often waive off such baseless claims.<\/p>\n Nothing works better than numbers and statistics to prove the success of the product. Include such data in your presentation because it can be verified. To gain the customers\u2019 trust, use endorsements from public figures (influencers) instead of big words. There should be proof of what you are saying.<\/p>\n Take Starbucks for instance. Not that they need any advertising at this point in their journey, but stars moving around with a Starbucks cup in their hand re-emphasizes the \u2018cool\u2019 factor of the brand.<\/p>\n Case studies, testimonials, and product reviews may come in handy. Product reviews are 12-times more trusted than sales copies<\/a> from manufacturers. Everything you say\/show should be backed by proof. Google Chrome\u2019s ad promotes how fast it is. It says, \u2018even the fastest computers need 45 seconds to start and that is enough to make a sandwich!<\/p>\n Nothing sounds more hollow than empty promises. If you have promised your customers that you will send them a customized pitch, you better send them. A generic brochure cannot replace it and paints a poor picture. Stick to your one-track sales pitch and you will surely sound more \u2018in your face\u2019 than persuasive.<\/p>\n Be proactive in your approach especially when making a sales pitch. If your client wishes some customized information, you cannot ignore it. According to a 2014 study by Qvidian, salespeople often lose deals because they haven\u2019t customized their content<\/a> to their buyer\u2019s needs. You need to take that extra effort to collect the required data and send to him just what he wants.<\/p>\n One great way to ensure customization is to include interactive content<\/a>. You can choose from the various types of interactive content<\/a> such as quizzes<\/a>, calculators, surveys<\/a>, chatbots, etc. to answer your prospects\u2019 questions rightfully.<\/p>\n For example, we this ROI calculator<\/a> to help our prospects figure out the return on their investment with Outgrow. Aren\u2019t we awesome?<\/p>\nThe Way Around\u00a0<\/strong><\/h4>\n
2. You\u2019re Agenda-Driven, Not Customer-Centric<\/strong><\/h3>\n
The Way Around\u00a0<\/strong><\/h4>\n
3. Your Claims are, Well, Just Claims<\/strong><\/h3>\n
The Way Around<\/strong><\/h4>\n
4. You\u2019re Using Generic Pitches<\/strong><\/h3>\n
The Way Around<\/strong><\/h4>\n