1. They Aren’t Prepared To Get Uncomfortable

If you are anxious about how you feel in a sales conversation, shift the focus from your feelings…your ego…and focus on how what you offer will benefit your prospect.

2. They Talk Too Much

Your talking-to-listening ratio should be – at most – 70/30. The first time you talk to a prospect, you should be asking many questions and learning about their business and specific pain points.

3. They Try To Sell The Product, Not The Results 

Remember this – Features Tell…Benefits Sell. Why does your prospect need your product?  Talk about what is in it for them. Why should they care?  Translate fact into benefit.

4. They Don’t Ask For The Sale

There are many ways to close a sale, and each technique has its own value and “time and place” to be most effective. But for those new to sales, knowing one closing technique, and mastering it, might be all that is truly needed.

5. They Don’t Follow Up 

80% of sales are made after 5 follow-up calls or more, hence why it is vital you keep in touch with your client to stay front of mind.

Till next time

Janeen

Author of “Good Girls do Sell – The Modern Business Woman’s Guide to Authentic Selling”

To work with Janeen, visit her calendar to arrange a Complimentary Clarity Call

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