Mistakes of a Salesman or Sales Representative Revealed
In a company job contract for a salesman or sales representative, a monthly quota is normally given to them. Failure to meet the quota for two to three consecutive months will be a ground for termination of the contract. Other companies consider re-assigning the employee to other department or giving a different position instead of termination. The terms may vary depending on the policies of the company. Here are some mistakes of a salesman or sales representative that hinders them from becoming successful :
Tardiness. In any work or business related matters, tardiness is the number one pitfalls of many. For a salesman, it is very important that you value time and never to be late on appointments with customers. You will likely to lose customers and of course, a targeted sale.
Inability to manage time and plan ahead. Time is very important on a salesman daily life. if time is not manage properly, actual sales can be lost on each hour wasted on a day. Plan ahead the activities while working on your leads in the pipeline, and make sure that you get a closed deal within a timetable. Plan ahead activities such as making phone calls, schedule appointments to customers, making a sales report and among others. It is essential to know the preferred time and day of your client or better make an appointment with them so as not to be waste your time and effort. Create a daily self-quota to achieve the monthly quota.
You have perfected creating alibis to your customers. Clients wants straight and honest answers regarding their transaction on pre-sales and after sales service. Do not promise your customer what your company or product cannot deliver. A salesman sometimes create false stories just to win a customer that will make them disappointed later on.
Being too familiar with customers. A business approach a customer is always expected no matter how many times you have talked to the customer. Telling personal matters and problems are never to be discussed with them. If you are a sales representative of a company, never divulge issues of the company with your customers. Remember that you represent the company's image and responsible for any information you say about the company.
Fear of competition. "One reason many people never attempt new things is their fear of failure" says Zig Ziglar from his book "See You at the Top". Selling always comes competition so be ready to live with it and take it as a challenge. Competition brings the business active and an opportunity for improvement.
Waiting for the business condition. If a salesman is always waiting for the business to pick up, he/she will most likely not get the quota that he wants. Reasons like "it is too early to sell those products" or "too late for this season" are common mistakes of them. Peak and low season are a fact for every sales cycle, but these will not tarnish a salesman spirit. Creating your own market and keep looking for opportunities will make you hit the target.
Poor self image and delivering a cluttered sales presentation. A salesman with a poor self image is not fitted for salesmanship because confidence is the fist key in selling. In a sales presentation, you are not only presenting your products, but primarily yourself and your company's image. A cluttered sales presentation is unprepared salesman not doing his/her homework well. You must know your products, ready to give solutions to customer's questions, and know how to deliver convincing words to win customers through an effective sales presentation.
Failure to give good customer service. Taking care of customers is crucial, either you can keep your customers coming back or lose them permanently. Customer concerns should be addressed immediately and make them feel that they are a valuable customer. Delays in delivery and product damages are common problems confronted by a salesman.
If the concern has been referred to other department, check if it is being handled properly. Make sure the customer is informed about the status of their concern, and give assurance that this is being addressed by the company. This is a value added service that a customer deserved from a salesman or sales representative.