As an inside sales team member, you need a sales presentation that's polished and strategy-driven. Unfortunately, not every salesperson recognizes the pitfalls that can trip up a good opportunity. Consider these three pitfalls and how you can avoid them to increase your odds of closing a sale.
Pitfall #1: Using a poor or unpolished sales presentation - Making that first appointment with a decision-maker is the critical next step in your process and the catalyst to all that follows. Without that first conversation, nothing can happen. You worked hard to get that appointment, but you have to be prepared with a focused and polished presentation. Whether you're new to the job, out of practice, or simply struggling, don't be afraid to ask for help. Attach yourself to a star salesperson, ask for advice, learn his or her techniques and adjust your style accordingly. You'll be back on track in no time.
Pitfall #2: Believing the deal is done before it’s done - It’s easy to add a nearly completed sale to your mental list of done deals. However, the sale isn’t closed until the prospect signs on the dotted line. Even then, there’s no guarantee that the buyer won't change her mind. A number of things could slow down the deal or cancel it completely. An emergency could arise, perhaps all decision makers weren't included, budgets could change or an unforeseen detail could cause the prospect to hesitate. Stay on your guard and follow up appropriately at every single step to prevent these setbacks.
Pitfall #3: Failing to track progress - You can sell without tracking your activities, but having a disciplined approach throughout your prospecting and sales process will keep you way ahead of your competition. Give yourself a huge leg up by setting up realistic and measurable goals and recording your progress relative to those goals every single day. There's a great old saying, "You can't achieve what you don't measure."
To learn more about great processes and getting those first appointments, contact the industry pros at FRONTLINE Selling.
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