How to loose a sale

Costly mistakes by salesmen: some times a small mistakes can spoil a deal. We can group such mistakes in 6 groups. If we keep these mistakes in our mind the probability of loosing a sale will be reduced.  These are mistakes are as follows:

1)    Prospecting Mistakes:

Ø Time management: Not giving much time to your new clients. If you will not spend ample amount of time with your clients how will you understand them and close a deal with them.

Ø  Wrong judgment: talking to wrong person thinking him as decision maker.

Ø Not giving proper Attention, Desire, and Interest & Actions to your prospects, this often results in loosing your clients.

Note : thinking that your client don’t have interest in your product and allowing them to go away from you is one of the biggest mistake a sales person can ever make.

2)    Telephone mistakes:

Ø Not leaving your contact details behind. If you will not leave your contact details behind then how will your clients will get back to you?

Ø Speaking so fast that the listeners fails to understand what exactly you want to convey. Such attitude often looses the interest of the decision makers as they fail to understand what exactly is conveyed to him and what is to be done with such a call.

Ø Every one is very particular for their names and if they are not pronounced properly it will give wrong impression and you can loose the deal.

3)    Crawling mistake: These are the mistakes which are made by the sales person at very 1^st step of sales leads.

Ø Punctuality: Time plays a key role here. Being late in your sales meeting or sales call can be the result of sales failure at it’s very first stage.

Ø Wrong way to open your sales call:  You can loose a sales deal if you start your sales call with a lengthy explanations regarding your company and product lines. As discussed earlier your prospect is not all interested in what you are or what your company is about, they don’t have time for this, all they want is what you have for them.

Ø Not listening to your clients properly. By doing this your clients will feel neglected and will think that it’s nothing but just another sales call & they will ignore you and your calls.

4)                                                                      Presentation Mistakes : 

Ø Product value: failed to explain the value of your product and its importance to your clients resulting in sales drop. Also sometimes sales person don’t present their product in-front of every client thinking that they won’t buy product from them. This is one big mistake they do by letting your clients go away from you.

Ø Risk Management: you must always hide the risk factors, specially from the new clients. You must always show benefits which they can get from you not the drawbacks else due to these drawbacks you can loose your deals.

Ø A.I.D.A. failure: Not able to draw attention of your clients towards your presentations, due to this client looses interests towards you and your products and once interest is gone the desire to purchase your product & services automatically dies. And once your failed in this, there is no action possible as the client will say,”Sorry, I am not interested”.

5).              Objection mistakes:

Ø Taking objectives at face value.

Ø Defensive attitude towards objections.

Ø Not giving much time to understand the client’s main objection.

Ø Thinking that price related objections are always related to prices and due to this neglecting the objection due to which these price related objections are coming in their ways.

6).     Closing mistakes :

Ø  Lack of commitments for sales.

Ø  Not asking the prospects for their business, after all you are here to do some business with and pull some sales out of them. So, after doing everything you don’t ask for business from them then how will you get a sale from them.