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Mistakes to Avoid During Sales Calls

If you work for straight commissions in your sales job, every rejection ultimately comes down to wasted time. While you were busy speaking to a prospective client who said no, your time could have been better been spent actually making a sale. While everyone makes mistakes on the job, yours could be costing you revenue. There are certain things that are so detrimental to the sales process that you need to avoid them altogether.

How to Avoid Having Your Sales Call End in Failure

You could be the world's greatest sales representative and still not make every sale, but doing any of the following drastically reduces your chances of being successful:

  • Arriving late for an appointment
  • Exaggerating the benefits of your product or outright lying about it
  • Making a sales presentation to someone who doesn't have the authority to decide to buy
  • Speaking poorly of the competition
  • Being vague about the next step in the sales process
  • Scheduling a sales call with a company that doesn't have a legitimate need for your product
  • Using foul language, smoking, chewing gum or being overly casual
  • Discussing politics, religion and other sensitive topics
  • Telling distasteful jokes based on racial, gender or other stereotypical prejudices
  • Talking extensively about the product without acknowledging how the prospect will benefit from it
  • Making physical contact with your prospect other than an introductory and closing handshake

Pay Attention to Non-Verbal Messages

Even if you say everything right, you could still be sending off an uncomfortable vibe to your sales prospect. Sales representatives must be outgoing and assertive to be successful, but you should never come across as aggressive. Check your tone of voice, whether you lean in too far when you speak to the client and your body posture. If you are too loud, too close or come across in an aggressive manner, the client probably won't want anything else to do with you. Also, you must never interrupt a potential customer when he or she is asking a question or raising an objection. It will make you seem like a bully and no one wants to put up with that.

On the other hand, you can turn off a potential prospect just as much with a lack of confidence. If you aren't sold on the benefits of your product, you can't expect anyone else to be either. Some ways you may display a lack of confidence include speaking in hesitant tones and becoming so intimidated by a customer's objections that you effectively shut down the sales call.

Consider Cultural Differences

You may unknowingly offend a potential customer simply because you don't understand his or her cultural background. For example, periodic eye contact when speaking to another person is the norm in the United States and Canada. However, people in some cultures never break eye contact during a personal encounter while other cultures consider anything more than a brief glance to be extremely rude. Since you can't come right out and ask someone his or her nationality before meeting, it is a good idea to study what body language means in several different cultures. This will ensure that you are prepared to interact respectfully with everyone you meet.

This article has been provided by 1st Commercial Credit.