Mistake #7. Do you have a systematic approach to selling?
The Top 10 Most Common Mistakes in Selling:
Do you wish that your selling strategy and efforts to earn more customers were more rewarding for you? It will be if you avoid falling into these top 10 common pitfalls in the New Year.
Mistake #7. Do you have a systematic approach to selling?
The shotgun approach to selling does not provide you with the ability to become consistent in your performance. If you are constantly trying something different every time you’re in front of a customer, you are never allowing yourself the opportunity to become skilled in using a certain system. What needs to happen is you must systemize your approach. Think about the steps you take when engaging in an activity. It could be a sport or a hobby. How do you know what to expect as an end result? Because you consistently performed the same way over and over again.
The same goes for perfecting the art of selling. Salespeople who follow a system are not only successful in generating business, but exert a lot less effort because they know what results to expect every time they run an appointment. Salespeople who are disorganized in their presentation often leave a sales call confused and unsure of where they stand. This happens because they don't know “where they have been” and what the next step should be or where they need to go. Following a specific sequence, and controlling the steps through the selling process, is vital to an organized, professional sales effort. A system is what takes you from point A to point B with the least amount of risk or error. A system spells out what you need to accomplish from the time you are first face to face with that customer until the time you leave the appointment. It is your strategy, which gives you the freedom in knowing what the outcome will be. When you have a system in place, there is no room for second-guessing.
There is a saying, “Begin with the end in mind.” Think about it. If you begin a sales presentation knowing where you want to wind up as an end result, and can even envision all the steps that it will take to get you there, you will have much more control over the outcome. It is like running a race. You know where you start and you know where you need to finish.
