The results were that 26% of sellers do not follow the buyer’s purchasing procedure, 18% do not pay attention to the customer’s needs, 17% do not follow up on pending issues, 12% push the product excessively, are aggressive or disrespectful, 10% do not adequately explain the solutions, 6% talk about their product in an exaggerated or incorrect way, 4% do not understand the customer’s business, 3% act very intimately with the customer. customer, 2% do not know or do not respect the competition and 2% others.
Sales require precision and knowledge of the entire sales process, says Sergio Muñoz, dean of the Faculty of Marketing and Advertising at the Universidad Politécnico Gran Colombiano.
FinancePersonales.com.co tells you what the most common errors are:
1. Distraction and indifference. If you fail to identify your client’s needs, it will be difficult for you to close a business. Through a good study or excellent observation you will be able to identify what your client is looking for and needs. This makes it easier for you to submit an appropriate offer.
2. Talk about what doesn’t concern you.Although to create empathy with the client it is good to generate a familiar conversation, extending it is not good. Taking time is wasting valuable time to obtain information about the client and their company and to offer the product.
3. Lack of material.Not having the necessary material for the sale (brochures, audiovisual aids, budgets, cards…) is not being prepared since it gives the image of unprofessionalism, improvisation and disinterest.
4. Lack of tact.At no time should the customer feel belittled, ignored or attacked by the seller. The correct attitude is to make the client feel comfortable, safe and respected. Being kind generates empathy, trust and eases tensions. Even if your product is good and the price is reasonable, lack of tact can lead you to lose a sale.
5. Do not ask for references.After the sale is over, ask your client if they know of anyone who is interested in your product or offer. He or she will be willing to recommend you if you received good service. Therein lies the opportunity for additional sales. The expert believes that Colombians are reluctant to give contacts due to mistrust and fear of privacy, however, he does not rule out its benefits.
6. Ignore any of the participants in the conversation. Focusing your attention on a single person and ignoring the rest of the participants can be a serious mistake. It is never clear who really makes the decision in the group or who influences it. Maintain eye contact with everyone and direct your words and explanations to the group. No one should feel excluded.
7. A bad impressionYou have only a few seconds to make the right impression, so not making a good impression can spoil a sale for you. Be courteous, smile and shake hands. Take care of your non-verbal communication, your clothing and intonation.
8. Do not argue.If you do not know what you are selling, you will not be able to explain or answer your client’s questions. Their ignorance will give the impression of insecurity and uncertainty. Prepare and train an argument speech. If you know what you sell you will be able to answer any question accurately. You will be able to increase sales closings depending on the approach you make.
9. Ask closed questions.Questions are an opportunity to start and build a relationship with your client because it allows you to get to know them and offer what they want.
10. Lateness.This mistake damages business and can mean the loss of clients. Arriving early gives an image of professionalism, seriousness and formality.