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Common mistakes made by sales people and how to avoid them juma william

  3. NO. 1  NOT BEING OBSESSED Like what you are doing for a living. 1. Obsession. Dedication to the idea that you satisfy costumer with product/services. Make a commitment to yourself, and build up a routine that is success-oriented. 2. Utilization: Being obsessive about getting the most from your environment. Research and meetings. 3. Implementation: Make every effort to be “on” during every moment you actually communicate with potential customers. HOW? Make a to do list; Keep your motivation up; Start early, and Be obsessed, but disciplined
  4. NO. 2  Not listening to the prospect You must let the prospect speak about himself /herself; the information you’ll receive as a results is invaluable. Listening is the only way to target the product to the unique set of problems and concerns the prospect presents to us. Focus your questions on three simple areas: the past, the present, and the future. Take notes as you listen. The two reinforce each other. Apply 7Cs of communication: complete, concise, clear, concrete, correct, courteous, and considerate
  5. NO. 3  Not empathizing with the prospect Always make sure you’re making every effort to see things from the prospect’s point of view. Treat the prospect with respect, and realize that you are probably not the most important thing that’s going to happen to him/her that day. Ask appropriate questions and carefully monitor what comes back to you in response. Make an effort to be sincere. Make every effort to relearn the enthusiasm and sincerity that builds trust. This will results into repeat sales or repeat purchase of the product.
  6. NO. 4  Seeing the prospect as an adversary This approach is rude, arrogant, antisocial, and unprofessional. Advertising world: “The customer is not stupid; the customer is your spouse.” Sales: “ The prospect is not an enemy; the prospect is your fiancé.” See your prospect as someone you want to do business with; an associate, someone you can talk to while you both work to attain goals. The best selling arises from win-win situations. A goal as a salesperson is to create mutual trust.
  7. NO. 5  Getting Distracted It’s so vitally important to make every minute you actually spend with a prospect count. You must concentrate on what’s being said; don’t daydream or get sidetracked. Remind yourself that, direct or indirect, the prospect is telling you the single most important thing you will hear all day: whether or not he/she will buy your product, and why. Take notes to help you concentrate; make sure your briefcase is well organized, with everything you need at your fingertips. Try to get a bead on the prospect's interests and personality.
  8. NO. 6  Not taking notes Taking proper notes will help you keep the prospect’s needs in mind and improve your presentation. Stages of sales: prospecting, interviewing, presentation and closing. Your note-taking reinforces the prospect’s desire to speak, and this, of course, gives you more to write. It’s a self-perpetuating cycle.
  9. NO. 7  Failing to follow-up By taking the time to write a simple, personalized note on the company , you help the prospect to remember you and you put your future sales efforts on a stronger footing. Your brief typed note serves as a tactful, professional reminder of your visit, and can reinforce the positive points of your visit. Treating current and prospective customers like professionals worthy of respect is always good business, it makes a lasting positive impression. Keeping in touch with prospects and current customers by mail.
  10. NO. 8  Not keeping in contact with past clients Help clients to keep you in mind. Past clients will often come to a point where they need your product or service again, but don’t remember how to get back in touch with you! It’s incumbent upon salesperson to remind potential customers-tactfully and professionally-that the salesperson’s company still out there delivering excellent results. Keep an organized file of inactive accounts; call or write key people at these companies on a periodic basis. Stay calm, stay friendly, and stay professional.
  11. NO. 9  Not planning the day efficiently Committing to a daily schedule is of paramount importance; your success or failure in your area will have a major impact on your overall performance as a salesperson. Brief ideas to incorporate: a. Don’t waste hours you could be speaking with clients b. Prioritize your goals c. Leave time for crises d. Get up fifteen minutes earlier than you do now-and give yourself a positive charge in the extra time. e. Buy and use doctor’s appointment book-the kind with the whole day marked off in fifteen-minute increments. f. On Friday evening, prepare not only your Monday morning schedule, but also your thumbnail sketch of the week to come.
  12. NO. 10  Not looking your best If you’re a prospect, you remember someone who walks in the door looking sharp. Such a salesperson makes an instant positive impression, and has already done a lot to win respect and trust in those crucial first seconds. Look sharp. When it comes to work, stay away from any piece of clothing that doesn’t instantly communicate your status as an intelligent, organized professional. Things to look impeccable: finger-nails, hair, shoes, clothing.
  13. NO. 11  Not keeping sales tools organized Your briefcase should give the impression of order and precision when opened. It should contain: your legal pad, business cards, pens; appropriate product materials and/ or samples; a hand held calculator; and perhaps your pocket sized datebook. Business requires strategy, planning, competition, intelligence among other things.
  14. NO. 12  Not taking prospect’s point of view The prospect will be concerned with different ideas: benefit. Salesperson must emphasize on this. It is a common mistake to concentrate instead on features, and subject the prospect to a barrage of confusing technical information of limited interest. If the salesperson focuses on your goals as a customer, he/she will be speaking your language-and will be able to communicate essential facts about the product. Research your product/service thoroughly from the prospect’s point of view; isolate benefits.
  15. NO. 13  Not taking pride in your work Pinpoint factors that mark you as superior to your competition. Become comfortable discussing those factors in an optimistic way. Talk your organization up. Mention where you work and why it’s great at parties, social gatherings, conventions- everywhere. Be proud of where you work, and what you do for a living. Results will follow.
  16. NO. 14  Trying to convince, rather than convey You have to commit to understanding the problems and concerns of the prospect, not steamrolling over them. Demonstrate in a compelling way-how your product/services can address the relevant concerns. You have to convey value and benefit, rather than convince the prospect that his/her concerns are unfounded. Build trust. Emphasize past success. Highlight solutions to problems. By doing this you’ll convey the points necessary to get the prospect to make the right decisions.
  17. NO.15  Underestimating the prospect’s intelligence You are a conveyor of information. You are a conduit. You are the connecting unit between your business and the end user. Prospect has a great deal of knowledge about-knowledge you need. You should provide essential information to the prospect.
  18. NO.16  Not keeping up to date Knowledge is power. It is to your advantage as salesperson to have accurate information ahead of time. Observing the prospect closely, making an effort to understand exactly what’s happening at his/her business (and why), will help you gain a broader outlook on the whole environment in which your company operates. Keep your eyes and ears open, and read essential publications. The more know, the better off you’ll be.
  19. NO.17  Rushing the sale Stages of sales: Qualifying, interviewing, presentation, and closing. a. Qualifying/Prospecting/cold calling- contact potential prospect for product/services. b. Interviewing- past, present and future with regard to prospect’s use of your product/service c. Presentation-showing exactly how your product/services can help solve the problems identified during the interview stage. Appealing to past successes. d. Closing- sale of product or services to customer. The simplest and most reliable way to lose a sale is to move from one stage to the next before the prospect is ready to do so.
  20. NO. 18  Not using people proof What is people proof? It’s some of the most powerful ammunition at your disposal. People proof reinforces positive inclinations toward your company, and gives people a logical reason to confirm the emotional decision to do business with you. Citing other business that has had success with the product or service you’re offering now, build the trust and confidence necessary to close the sale. People proof works wonders. It builds legitimacy in the eyes of the prospect, and helps you get down to the important business of solving problems through your products or service.
  21. NO. 19  Humbling yourself How you look at yourself, of course, has a great deal to do with how others look at you. This is why a commitment to ongoing motivational work is so terribly important. You must find an internal reservoir of strength, confidence, and security in your identity as a professional, and you must convey all that to your prospect-as an equal. Have a strong sense of self, of confidence, and of professional-and have every expectation of the same from you.
  22. NO. 20  Being fooled by “sure things” Daydreams on the job are troubling enough, but what’s even more disturbing is when salespeople make a big deal out of potential sales that really aren’t that promising. Every call you make, and every appointment you go on, is part of your personal sales cycle-including the rejections! Keep your eye on the ball-and don’t get fooled by “sure things.” Do not become distracted with sales on the horizon; this reduces your effectiveness in developing your customer base today.
  23. NO. 21  Taking rejection personally A rejection is not a personal affront, but rather part of the overall cycle inherent in any day’s work. Teach yourself to accept that the fact that the person says “no” is not a reflection on you, your product, or your company., but merely in the course of things, you can dust your-self off and move on to the next prospect. It’s possible to pick up the resilience and self-assurance necessary to approach the issue of rejection from a detached, professional point of view. Accept steady progress happily. Try to develop resilience and self-assurance when confronting rejection; remember that hearing a “no” answer is the only way to get to a “yes” answer.
  24. NO. 22  Not assuming responsibility When faced with a “no” answer; consider asking the customer where you have gone wrong, or what mistakes you have made in their service.
  25. No. 23  Underestimating the importance of prospecting Develop good prospecting skills and work daily to find new customers. Sales is an up-and- down endeavor. You never have a base of clients that’s big enough to last forever. Make prospecting part of your routine.; block it off in your schedule. Book, "cold calling techniques that really work”.
  26. NO. 24  Focusing on negatives You must be able to isolate problems, deal with them, and then get down to business. Remember, your work-place is where you must work toward making sales. Approach obstacles from a positive frame of mind; avoid negative habits such as complaining and gossiping. Stay positive. Stay upbeat. You are your own greatest asset; focusing on negatives keeps you from performing at your peak.
  27. NO. 25  Not showing competitive spirit If you are a salesperson, you are a member of an “army”, and your “army” is at war, but nobody dies in it. Common goal: success. Establish strong “battlefield strategies” and “tactics” that will help your “army” attain its objectives. You must be absolutely dedicated to victory in gaining and keeping satisfied customers, because there is almost certainly someone else out there who wants those customers just as badly as you do. How do you develop a competitive spirit? a. Keep an ear open for intelligence about your business rivals b. Report problems immediately to superiors c. Develop a team mentality: success for the firm d. Set goals and then go all out to attain them-good line communication, clearly established goals, and deep commitment.
  29. REFERENCES a) Source: b) Source: sales-management-mistakes-0905290#LhHsECJ0BBY7hYYO.97 c) Source: managers-make#sm.0001tbb8semi1cnlq772hi2su00sh d) mistakes e) Shiffman Stephan (1995): The 25 Most Common Sales Mistakes and How to Avoid Them
  30. SCHOOLING AND CONTACTS  Class of 2009: Port-Mixed Primary School-Budalangi-Kenya Certificate for Primary Education  Class of 2013: Nairobi School (Prince of Wales)-Kenya Certificate for Secondary Education  Class of 2018: Centonomy-Personal Financial Management and Wealth Creation  Class of 2018: Strathmore University-Bachelor of Commerce-Accounting Option  To date: Certified Public Accounting (Section4) AREA OF INTEREST 1. Teaching 2. Mentoring 3. Administrations 4. Logistics coordination 5. Supervision and Operations FOR FEEDBACK, SUPPORT AND CONTACT. NAME: JUMA WILLIAM M-PESA LINE:0716545290 CONTACT LINE:+254716545290