Avoid Sales Killers

When owning a franchise business, possessing good sales skills it of utmost importance. Yet, there are many mistakes you could be making which leads to the utter failure of the potential purchase a customer may make.

Here are the most common mistakes salespeople make. Do not get caught making them!

Sales Killers:

1. Lack of professional appearance

In order for people to listen to you and heed your advice regarding your particular product or service, it is pertinent that you come across, both in appearance and demeanour, as a professional expert. This involves that you are appropriately groomed and you walk with confidence. People will buy from you based more on your conviction and enthusiasm for your product than they will your product knowledge.

2. Your vocabulary

Words create pictures in people’s minds. There are certain words that are intrinsic to selling which completely turn people off. For example, avoid using the word “contract”. Contracts are legally binding documents and require legal efforts to get out of. Most people do not like the sound of that. So, if appropriate, call your contract an “agreement,” “form” or “paperwork.” The mental image created is less threatening. Think about the words you use and replace any negative word-picture images with gentler, more positive ones.

3. Talking too much

Talking too much can completely deter a person from purchasing your product. Just remember, when you’re talking, you’re telling. So, instead of telling people what they need, rather ask questions to get clients talking about their needs. That’s when you’re selling. Once you find out what they want to own, only then can you guide them to the right product or service.

4. Not investing enough time in building a good rapport

A good rapport builds trust. No one will want to make a purchase from someone they either do not like or do not therefore, get to know your client a bit before you jump into a presentation on your product.

5. Not knowing when to stop presenting and close the sale

Many salespeople tell the customer everything they know about the product/service their franchise offers. Yet, even after a client has indicated that the product is right for them, the salesperson continues to talk. Doing so could easily turn the client completely off and this will cost you the sale.

6. Lack of a qualification system

There will be a percentage of people you talk with who will not be good applicants for your product or service. If they do not possess the need or the money for your product or service, there is no sale. Therefore, and this is where your skills come into play, your challenge is to figure this out as early in your communication with them as possible.

7. Ego

A good salesperson must set aside his/her wants and needs to serve the wants and needs of others. Therefore, remove that eager face with dollar signs in your eyes, when you are with clients. If they suspect you are pushing the sale because of what is in it for you instead of what is in their best interests, they will very quickly find another company to do business with.

8. Not knowing how to close

In many cases, in order to close a sale, all you have to do is ask a direct question. Ask for example: “Will you be making your purchase today by cash, check or credit card?”

9. Not paying sufficient attention to details

Perhaps you’re just tired of saying the same thing over and over again. So you decide to skim over details or shortcut your presentation. If you do this, you will lose sales. Keep in mind that every presentation is new to your client. So present it with enthusiasm and without shortcuts, unless your client indicates that certain details you are not of interest to them. No attention to details carries over to your paperwork and ability to handle a computer. If there is any missing information it can cause clients to quickly lose faith in their decision and walk away.

10. Poor fulfilment

If you and your franchise do not have the practices and policies in place to properly fulfil the expectations of your clients, you will find yourself working increasingly harder to get new business. Invest some time and effort in laying out procedures which can be standardized and followed by everyone who works with you. Salespeople should not promise anything above or beyond the company standard.

As challenging as the business of selling might be for some people, losing sales is unbelievably easy. Therefore, learn from the mistakes mentioned so that you do not lose sales because of silly sales killers.

~~View all Franchise Opportunities~~