sales mistakes will cost your deals.

1. SALES BLUNDERS
Mistakes during your sales conversations cost you
deals.

2. Not doing homework
“If you fail to prepare, prepare to fail.”
Selling before assessing needs
Selling is always about the customer; it's never about you.

3. Lack of weightage on communication skills
“color of your tie says all about you.”
1. Verbal (documents)
2. Non verbal
3. Vocal
Not being ready to overcome objections
Dealing with objections in sales is truly a form of art. You have to stay
cool, show that you understand their concerns and see their point of
view, always answer honestly, respectfully and succinctly. And never-
ever use the phrase: “As I said before” when dealing with “annoying”
objections. That’s just a sale-killer

4. Using sale-killing words
The word “discount” can decrease your
chance of a sale by 17%. And saying
“absolutely” or “perfect” more than four times
on a call drops your chances of a sale by 16%.
 Competitor
 Billion
 Roadmap
 Contract
 Free trial
 Implement/implementation
 Payment
 However
 For example
 we provide

5. Not listening and talking too much
Listening more and asking targeted questions helps you
understand the customer’s business needs and tailor your
offering better.
Poor tonality
Remember, its not what you say, its how you say it.

6. Asking too few (or too many) questions
As a general rule, the more questions you ask, the better. Average
reps ask 6.3 questions and top performers ask 10 to 14.
Focusing on price not value
People buy value, not price.

7. Not focusing on the solution
Instead of describing the bells and whistles,
you’d better focus on how your product can
solve the most critical problems your
prospect is trying to tackle.
Give demos that show how to solve a
specific customer's specific problem.
Making promises you can’t keep
If the expectations are low, but the product can
actually do more, then prospects will be blown
away with the experience they get.
it's better to sell nothing, than to make a dishonest sale

8. Arguing with a potential customer
If you disagree with what they have to say, keep
silent or say that you hear them, something like “I
can see where you’re coming from.” Again, ask
questions to clarify their position, paraphrase their
statements, but never ever argue.
One-Size-Fits-All Social Proof
Are you selling to a hospital? Then stop
referencing your Google customer case study.
Match your name drops and customer stories to
the buyer you’re speaking with.
To make important points, don't use facts. Instead,
use a story that everyone relates to.

9. Offering too much for nothing
This is a direct negative spin-off of talking too
much. In trying to win the customer, some
salespeople tend to offer too much help for
nothing and in this way become an unpaid
consultant.
Don’t forget that information is power!
Ignoring influencers
Ask, "Who else other than yourself will influence
your decision or that you would like involved?”
Find out why they are important to the decision
and what is most important to them.

10. Caving on a last minute demand
Never agree for last minute demand after closing
the deal
1) it results in more last minute demands
2) it ruins your credibility.
Selling alone
That simple act correlates with a 258% higher
likelihood of closing a deal, compared with flying
solo on every call.
“there’s strength in numbers.”

11. Close the sale
Not knowing when to close the sale?
Not knowing how to close the sale?
Don't let your emotions get in the way of
listening to your customer.
Follow-up
Forgot to follow-up?
Don’t hesitate to follow up the customer.

12. Abhilash & shahana
Abhilashvijayan.unofficial@gmail.com