5 sales mistakes costing you time & money

by Steli Efti

Sales isn’t for the faint of heart. It actually takes effort!

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Sales mistakes create serious consequences. Wasted leads equal lost revenue for your business.

Plus, an unconfident salesperson’s attitude can spread like wildfire, causing your team to consume countless hours trying to boost morale.

Stop costing your team time and money!

Here are five mistakes hurting your sales mojo and solutions to correct your ridiculous blunders.

1. Responding too quickly to a request for more information

When cold calling, insecure sales reps fall victim to this classic question from a prospect: “Can you send me more information?”

And just like clockwork, self-doubt kicks in and the rep sends them “more information” via email in less than 60 seconds. It’s a clear sign that you don’t know what you’re doing.

The prospect doesn’t want more information. Duhhh! The person is just not interested and wants to let you down easy.

Next time this happens, don’t be so quick to deliver the prospect generic information. Instead, send them personalized sales material to get them hooked on your service. Follow these steps:

Step 1: Ask for their email address.

Step 2: Say: "I want to make sure that I send you the most relevant piece of information. Can you tell me, _______ [easy to answer qualifying question, e.g. are you guys more interested in X or Y]?"

Step 3: Engage in a real conversation by asking more follow-up questions.

In the end, you will send your prospect additional information. However, the material will be more valuable because you know more about their needs.

This engagement strategy isn’t hard. Keep practicing to see results, and sign up for our FREE sales course to learn more techniques.

2. Not calling your trial signups

Startups sometimes fail to invest in potential clients who try to purchase their products. Founders constantly complain about having 500 trial users and only 2 customers.

Want to convert more trial signups to paying customers? Call your trial users.

Yes, put the time and effort into making the sale. To get real results, call your new users within 5 minutes of them signing up.

Research shows that “the odds of contacting a lead if called in 5 minutes are 100 times higher versus 30 minutes.” Moreover, qualifying that same lead is 21 times higher!

So, what do you say? Use this sales call script below:

Hi, my name is ___. I wanted to personally reach out and say hi.

I saw that you just signed up. I know you didn’t have a chance to play around with it a lot, but I wanted to see if you have any questions that I can answer or give you any guidance.

What can I do to make sure that you get the maximum out of your trial experience?

People love great customer service. So, give it to them.

While on the call, ask specific questions and offer answers in a personable tone. The key is to get trial users totally invested in your product and brand.

So, stop complaining! Optimize your sales funnel. Persuade trial users to buy your product.

Case study: Paddle

Paddle offers a single SDK for app developers. Their most popular features include a beautiful overlay checkout, analytics, and app store rating prompts.

The company struggled to find a CRM that worked for their team. Problems included excessive time to manage leads and difficulty with monitoring overall progress.

Paddle liked the Close platform because it solved all these problems and improved their sales cycle and techniques.

Outreach is important to Paddle. Here’s how their team tracked emails with our software:

3. Talking price, then value

“What’s the price? How much will it cost? Can you give me a price range?”

No matter how potential clients ask it, they’re all interested in knowing the price of your service.

Where most salespeople go wrong is telling the prospect the price before offering them value.

Once you give up the price, you essentially give away your sales power. Then, the person sees your product as a commodity rather than a solution.

DO THIS INSTEAD: Own the sales conversation. Establish value first.

Then, gather relevant information about the prospect, and turn their cost mentality into an investment mindset.

Be firm and tell the prospect you need more insights before quoting a price. Check out this list of questions:

  • Is this a small, medium or enterprise-sized prospect?
  • How much support does this prospect need?
  • What are their overall wants and needs?
  • Will the prospect require consulting?
  • What's their budget?

Even if the prospect doesn’t want to divulge their budget, get them more emotionally engaged. Turn that energy into a hot lead.

Christopher Penn, VP of Marketing Technology at SHIFT Communications, says, “Relationships versus sales is a false choice. It’s not an either/or; it’s a dependency. In order to get the sale, you need to have the relationship first.”

Quoting a price can backfire. So, don’t do it!

Create solutions and empower your potential client to make an investment in their company. Here’s a great example:

4. Selling like a telemarketer

Stop selling to people like you’re a lifeless human being with no soul. Break free from the telemarketer approach.

Refrain from calling prospects in a monotone voice with no excitement. What happens when you blurt out incoherent sentences? The lead hangs up or curses you out for wasting their time.

Remember this: If you confuse prospects, you lose prospects.

Speak clearly and allow people to understand your message. Stick to one point and don’t start blabbering about your 10+ product features.

Let your words flow. Try this script:

You: “Hi, this is Steli.” [Pause a second]

Prospect thinks: “Steli, Steli… do I know this guy?”

You: “I’m calling from Close.” [Pause a second]

Prospect thinks: “Close? Humm… should I know them?”

You: “What we do in a sentence is we’re helping sales teams close more deals. Is this a bad time for a quick chat?”

When the prospect says no, permission has been granted. It’s your time to pitch!

If you need to listen to yourself during a call, Close can help. Our platform makes it easy to automatically record all your sales calls. Try our FREE 14-day trial now.

5. Not rebounding from shitty sales calls

We’ve all had bad sales calls. I mean horrible calls ‐ where the prospect was rude and borderline abusive.

Then, the domino effect happens. A colleague listens to your venting session, and another dips into your cubicle to “check on you.”

After three hours, the whole office is exchanging stories about their sales calls from hell. Productivity is lost, and time is wasted.

Complaining cures nothing! Grow up and literally move on.

When a bad call happens again (because we know it will), learn to bounce back.

Step away from your desk. Take a five minute break. Grab a coffee.

But whatever you do, DON’T bring negative energy to your team. It’s not worth the wasted time or money to bring everyone’s mood down.

Lift your spirits with a Close motivational quote or watch a funny Youtube video. After that, pick up the phone and start closing the next deal!

Founder of Score More Sales Lori Richardson states that “[t]here is nothing better than getting a win under your belt to help with confidence.”

Treat bad sales calls as opportunities to grow in the profession. Take a productive approach. Ask yourself:

  • What could I have done better?
  • How could I have managed the situation differently?
  • How can I deal with feeling bad?
  • How can I develop more emotional stability?

Stop making the same mistakes

Sales doesn’t have to be difficult. Be proactive by avoiding these common mistakes.

Give value, then discuss price. Actually call people who’ve signed up for your trials, and leave your feelings behind after shitty sales calls.

Take action! Become the ultimate salesperson, and sign up for our FREE sales course to close more deals.