One of the most important steps during the sales process is closing deals after hours of hard work and research. But we don’t always close the deal, and sometimes, sales reps make a major mistake that prospects quickly spot. Check out four common closing sales mistakes and tips to avoid them so you can train your team to excel.
Mistake 1: Poor Listening Skills
No matter what field you work in, communication is a vital life skill that allows us to establish authentic bonds with other people. Sales reps need to sell a product or service, but they should also listen to the prospect’s concerns. This means answering questions and offering solutions to have an organic conversation.
Sometimes, you need to allow for pauses in the meeting since this allows your prospect to take in all the information you’ve put out. If you continue talking to avoid this lull in the conversation, you risk overwhelming them.
Mistake 2: Closing at the Wrong Time
When it comes to closing the deal, you could do so too soon or too late, and both hold heavy impacts. By trying to close too early, you risk pressuring the prospect. Companies have a decision-making process to go through and may not be able to give you an answer the day you meet.
On the contrary, you could also close too late and wind up overtalking, which could raise a few concerns for clients. For example, by waiting too long to close, you or your company may have price increases and not be able to match the original offer.
Mistake 3: Not Taking “No” for an Answer
Your product or service may be great, but that doesn’t mean every prospect is an ideal match for it. While sales reps should have easy access to all their notes on the lead throughout the closing process, this doesn’t always mean you’ll get a yes.
Whether the lead says no or asks for more time, the best response is acceptance or giving them time to mull things over since this may be a significant business decision. On the other hand, if they flat out reject your product or service, thank them for their time and consider asking why they made this decision. Although they may say no now, things could change in the future.
Mistake 4: Not Closing Consistently
Sales experts agree that you should aim to close every time you meet with a lead for the best results. This includes the first phone call when sales representatives reach out to prospects to discuss the product or service, as well as the third meeting when you dive into purchasing details. Always strive for that competitive edge!
Knowing the four common closing sales mistakes and tips to avoid them keeps you ahead of the competition and gives you direction as you train employees. Contact Racket Reps if you are looking for outsourced SDR services to make your company more efficient! Make increasing sales within your company simple.