Is it โ€˜๐˜•๐˜ฆ๐˜ธ ๐˜ ๐˜ฆ๐˜ข๐˜ณ, ๐˜•๐˜ฆ๐˜ธ ๐˜š๐˜ข๐˜ญ๐˜ฆ๐˜ด ๐˜‘๐˜ฐ๐˜ฃโ€™ for you in 2022?ย 

Perhaps youโ€™re just entering the world of sales as a new sales rep or youโ€™ve just graduated and have landed your dream sales job.ย Well just like with every industry, there are common mistakes new salespeople make when getting started , but that doesnโ€™t mean you have to follow in their footsteps!

Weโ€™ve seen first-hand the common mistakes new salespeople make and are aware of the difference it can make to a company if these pitfalls are prevented with the correct preparation and tips to avoid them.

Steering clear of these seven common mistakes new salespeople often make, will strengthen your reputation and youโ€™ll be likely to see your sales success boom!

So letโ€™s take a lookโ€ฆย 

1. Speaking to the wrong people

Our first common mistake new salespeople make is not speaking to the right people.

ย Itโ€™s crucial that when youโ€™re making a pitch to a client youโ€™re involved with the decision-maker, because at the end of the day it is them who will be taking any offers on board.ย 

Pitching to someone who doesnโ€™t have the ability to make a purchase decision is not an efficient way to spend your time.ย 

๐—ง๐—ผ๐—ฝ ๐˜๐—ถ๐—ฝ:ย Do your research and before you start donโ€™t be afraid to ask how involved the person youโ€™re working with is in the budgeting and purchasing process.

Phrases such as “๐˜ž๐˜ฉ๐˜ฐ ๐˜ฃ๐˜ฆ๐˜ด๐˜ช๐˜ฅ๐˜ฆ๐˜ด ๐˜บ๐˜ฐ๐˜ถ๐˜ณ๐˜ด๐˜ฆ๐˜ญ๐˜ง ๐˜ช๐˜ด ๐˜ช๐˜ฏ๐˜ท๐˜ฐ๐˜ญ๐˜ท๐˜ฆ๐˜ฅ ๐˜ช๐˜ฏ ๐˜ฎ๐˜ข๐˜ฌ๐˜ช๐˜ฏ๐˜จ ๐˜ต๐˜ฉ๐˜ฆ ๐˜ง๐˜ช๐˜ฏ๐˜ข๐˜ญ ๐˜ฅ๐˜ฆ๐˜ค๐˜ช๐˜ด๐˜ช๐˜ฐ๐˜ฏ?โ€, shows respect for the individual you are already dealing with whilst attempting to find the key decision-maker.ย 

2. Neglecting the effort which goes into prospecting

Prospecting isnโ€™t a simple journey, it takes a lot of effort and can require a handful of steps to get the end goal you want; but once youโ€™ve succeeded, itโ€™s always worth it.ย 

There also isnโ€™t a one size fits all approach and some prospects may need more attention than others. Donโ€™t let this demotivate you, instead use it as an encouragement to not stop until you get what you want.ย 

๐—ง๐—ผ๐—ฝ ๐˜๐—ถ๐—ฝ: Create a step-by-step strategy that you can use as your approach to prospecting. This will help keep things organised and once youโ€™ve mastered it, it will be like clockwork.

3. Not following up

Another common mistake new salespeople make is that they often move on quickly when they donโ€™t make an immediate sale.ย 

Smart salespeople know that timing is everything. So if your customer needs some time to decide, arrange a follow-up date instead and you’re more likely to strike a deal when revisiting.ย 

๐—ง๐—ผ๐—ฝ ๐˜๐—ถ๐—ฝ: Master theย art of the sales follow-upย by using a variety of methods and ensuring value is provided with each follow-up.ย 

4. Talking too much, too soon

After working hard to get your foot in the door, itโ€™s understandable that when you finally score a pitch that youโ€™re excited. But donโ€™t let this get the better of you and say too much, too soon- instead practice active listening.

And whilst you may have the ๐˜จ๐˜ช๐˜ง๐˜ต ๐˜ฐ๐˜ง ๐˜ต๐˜ฉ๐˜ฆ ๐˜จ๐˜ข๐˜ฃ, use this trait when itโ€™s needed most, when youโ€™re securing the deal, not in the first stages of a client relationship.ย 

๐—ง๐—ผ๐—ฝ ๐˜๐—ถ๐—ฝ: Do your thorough research on the prospect and discover how your offerings can fill whatever they may be missing. This will help you remain clear and concise and stop you from over-talking.

Test out theย โ€œAre you a Hippopotamus or an Elephant?โ€ย approach and instead of more talking, do more listening.

5. Not doing enough research on the prospect 

Starting a relationship with a new prospect without doing enough research on them could easily be argued as one the biggest mistakes a salesperson could make.ย 

Because without enough background knowledge, youโ€™re only making it more difficult for yourself.ย 

This could also mean youโ€™re making incorrect assumptions and losing out on potential business.

๐—ง๐—ผ๐—ฝ ๐˜๐—ถ๐—ฝ: Research, ask and stay open-minded. Find the prospect’s pain points and and position yourself in line with them

6. Being over-scripted and rigid 

There’s no doubt that revision and preparation is key, but that doesnโ€™t mean you need to approach a pitch like a sales robot.ย 

Leaving room for an element of spontaneity and personality is a great way of proving your product or service is different and will help leave a memorable impression in the prospect’s mind.ย ย 

Not to mention how a little humour can go a long way when making a pitch and building a strong sales relationship beyond.

๐—ง๐—ผ๐—ฝ ๐˜๐—ถ๐—ฝ: Instead of entering a sales meeting with a script of heavily rehearsed lines, create a list of the fundamental elements you would like to touch on.

If you are confident in your product / or service enough, that should give you the correct foundations to go off.

7. Underestimating the impact of tone and body language

A common mistake new salespeople make is neglecting the importance of having the correct tone of voice and body language.ย 

Whether youโ€™re communicating with a client over the phone, a zoom call or making a pitch face-to-face, how you compose yourself is crucial.

Portraying yourself in the correct manner can completely change the prospect’s opinion of you and your offering and start you off on the right foot.

๐—ง๐—ผ๐—ฝ ๐˜๐—ถ๐—ฝ: โ€œ๐—œ๐˜โ€™๐˜€ ๐—ป๐—ผ๐˜ ๐˜„๐—ต๐—ฎ๐˜ ๐˜†๐—ผ๐˜‚ ๐˜€๐—ฎ๐˜†; ๐—ถ๐˜โ€™๐˜€ ๐—ต๐—ผ๐˜„ ๐˜†๐—ผ๐˜‚ ๐˜€๐—ฎ๐˜† ๐—ถ๐˜โ€. Show up to a meeting sounding confident, engaged and enthusiastic. Doing so will create a positive and welcoming atmosphere and have the prospect interested from the get-go.

Are you aware of any other common mistakes new salespeople make? Let us know!

๐——๐—ผ ๐˜†๐—ผ๐˜‚ ๐—ต๐—ฎ๐˜ƒ๐—ฒ ๐—ป๐—ฒ๐˜„ ๐˜€๐—ฎ๐—น๐—ฒ๐˜€๐—ฝ๐—ฒ๐—ผ๐—ฝ๐—น๐—ฒ ๐—ท๐—ผ๐—ถ๐—ป๐—ถ๐—ป๐—ด ๐˜†๐—ผ๐˜‚๐—ฟ ๐—ฐ๐—ผ๐—บ๐—ฝ๐—ฎ๐—ป๐˜†?ย 

We offerย expert sales trainingย that will get your newbies successfully and confidently integrated into your organisation, whilst learning the top tricks of how to avoid all of the common mistakes new salespeople make!ย