READ TIME – 5 MINUTES
Is it ‘𝘕𝘦𝘸 𝘠𝘦𝘢𝘳, 𝘕𝘦𝘸 𝘚𝘢𝘭𝘦𝘴 𝘑𝘰𝘣’ for you in 2023?
Perhaps you’re just entering the world of sales as a new sales rep or you’ve just graduated and have landed your dream sales job. Well just like with every industry, there are common mistakes new salespeople make when getting started, but that doesn’t mean you have to follow in their footsteps!
We’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 you’ll be likely to see your sales success boom!
1. Speaking to the wrong people
Our first common mistake new salespeople make is not speaking to the right people.
It’s crucial that when you’re making a pitch to a client you’re involved with the decision-maker, because at the end of the day it is them who will be taking any offers on board.
Pitching to someone who doesn’t have the ability to make a purchase decision is not an efficient way to spend your time.
𝗧𝗼𝗽 𝘁𝗶𝗽: Do your research and before you start don’t be afraid to ask how involved the person you’re working with is in the budgeting and purchasing process.
Phrases such as “𝘞𝘩𝘰 𝘣𝘦𝘴𝘪𝘥𝘦𝘴 𝘺𝘰𝘶𝘳𝘴𝘦𝘭𝘧 𝘪𝘴 𝘪𝘯𝘷𝘰𝘭𝘷𝘦𝘥 𝘪𝘯 𝘮𝘢𝘬𝘪𝘯𝘨 𝘵𝘩𝘦 𝘧𝘪𝘯𝘢𝘭 𝘥𝘦𝘤𝘪𝘴𝘪𝘰𝘯?”, shows respect for the individual you are already dealing with whilst attempting to find the key decision-maker.
2. Neglecting the effort which goes into prospecting
Prospecting isn’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 you’ve succeeded, it’s always worth it.
There also isn’t a one size fits all approach and some prospects may need more attention than others. Don’t let this demotivate you, instead use it as an encouragement to not stop until you get what you want.
𝗧𝗼𝗽 𝘁𝗶𝗽: Create a step-by-step strategy that you can use as your approach to prospecting. This will help keep things organised and once you’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 don’t make an immediate sale.
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.
𝗧𝗼𝗽 𝘁𝗶𝗽: Master the art of the sales follow-up by using a variety of methods and ensuring value is provided with each follow-up.
4. Talking too much, too soon
After working hard to get your foot in the door, it’s understandable that when you finally score a pitch you’re excited. But don’t let this get the better of you and say too much, too soon- instead practice active listening.
And whilst you may have the 𝘨𝘪𝘧𝘵 𝘰𝘧 𝘵𝘩𝘦 𝘨𝘢𝘣, use this trait when it’s needed most, when you’re securing the deal, not in the first stages of a client relationship.
𝗧𝗼𝗽 𝘁𝗶𝗽: 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 the “Are you a Hippopotamus or an Elephant?” 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 of the biggest mistakes a salesperson could make.
Because without enough background knowledge, you’re only making it more difficult for yourself.
This could also mean you’re making incorrect assumptions and losing out on potential business.
𝗧𝗼𝗽 𝘁𝗶𝗽: Research, ask and stay open-minded. Find the prospect’s pain points and position yourself in line with them
6. Being over-scripted and rigid
There’s no doubt that revision and preparation are key, but that doesn’t mean you need to approach a pitch like a sales robot.
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.
Not to mention how a little humour can go a long way when making a pitch and building a strong sales relationship beyond.
𝗧𝗼𝗽 𝘁𝗶𝗽: 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.
Whether you’re communicating with a client over the phone, on a zoom call or making a pitch face-to-face, how you compose yourself is crucial.
Correctly portraying yourself can completely change the prospect’s opinion of you and your offering and start you off on the right foot.
𝗧𝗼𝗽 𝘁𝗶𝗽: “𝗜𝘁’𝘀 𝗻𝗼𝘁 𝘄𝗵𝗮𝘁 𝘆𝗼𝘂 𝘀𝗮𝘆; 𝗶𝘁’𝘀 𝗵𝗼𝘄 𝘆𝗼𝘂 𝘀𝗮𝘆 𝗶𝘁”. 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!
𝗗𝗼 𝘆𝗼𝘂 𝗵𝗮𝘃𝗲 𝗻𝗲𝘄 𝘀𝗮𝗹𝗲𝘀𝗽𝗲𝗼𝗽𝗹𝗲 𝗷𝗼𝗶𝗻𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝗰𝗼𝗺𝗽𝗮𝗻𝘆?
We offer expert sales training 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!