2 Mistakes Beginners Sales People Make When Selling And How to Avoid Them

I believe you have read the previous post in which I talked about how to handle sales objections in 4 simple steps.

If you're not, do give it a brief look. It won't take you more than 6 minutes. Promise.

And you'll have gained the benefits from years of sales experience on objection handling in just 7 minutes. All you have to do next is only to apply/execute what you've learned.

And today, we're going to briefly explore 2 mistakes that beginners salespeople make and how to avoid them.

2 Mistakes New Sales People Make When Selling

I make this a quick one but let me ask you this, "How do you usually respond to a customer's information request?"

Do you make a mistake by 'assuming' your customer knows all? Worst... do you think all requests for information should be treated the same? Let me illustrate...

I got a call from my colleague, my 'elder' brother considering his age, ranting about one of his customer, a Pharmacist, asking for information, specifically about his product, 'generic' Atorvastatin (brand name Storvas) and other existing Statins (Lovastatin, Pravastatin, Cerivastatin, Fluvastatin, etc.) 

He cried, "No wonder other reps call her (the pharmacist) 'blur.' She can't even tell the difference between night and day. I don't see what's the freaking problem is about... the drug is already in the Government Formulary. Just use it lah (typical Malaysian add on)."

See?

• Mistake #1: Assume the customers know all.

("It's already in the formulary...")

• Mistake #2: Assume she wants the same kind of info.

2 Ways to Correct the Mistakes Made By Sales Beginners

If we were able to go back in time and re-write the whole scenario, we want to do it this way...

• See the issue from the customer's point of view. 

...and polish her with enough info that can eliminate her doubt or fear towards the product and start harping on the things that only Storvas alone can deliver... its' uniqueness... its' strength... its' advantage. The chances of closing in for the next sales process (asking for commitment) is higher this way.

• Next, we want to solicit her feedback... 

What kind of info is she looking for? Does it cost per tab? Is it safety? Is it clinical implication? What? Then we can go and provide relevant and timely info. 

Will this close the deal for sure? 

I don't know, but you can't settle for sure if you did not do this. I did not fancy the term 'Consultative Selling' thus I would not consider this as a consultative approach. We're just trying to help and be of service. Period.

So, next time, do yourself, your sales, and your well-being a favor... stop assuming and start soliciting.

That's, for now, folks, on the kind of mistakes new salespeople make and how to make it right.