New York, NY
The biggest mistake novice salespeople make is that they get in the door dying to tell the prospect about their product. Because they have so much product knowledge to share, they forget to find out what is relevant to the prospect.
This is a mistake—you can't sell unless you understand your prospect's needs, a crucial element of convincing a prospect that you are someone they can work with and trust.
Listening to your customers and establishing rapport will enable you to discover their needs and thus provide them the most suitable solution to their problem.
Your reps should therefore always be friendly and interested in what the prospect has to say. Reps should not only try to sell but also focus on developing relationships. Remember—all things being equal—people do business with friends and people they like. Even when products or services are not equal, business is still done more often done with people who are pleasant.
Also, keep in mind that offering a service is not enough. You must state your offer in a way that fills the need your prospect has expressed. When you position yourself as someone who is serving the specific need expressed by the prospect, you become much more essential to the customer.
Editor's Note: Also, learn how sometimes the best way to a Done Deal is leaving the sale open, on ManageSmarter.com.
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