The sales market is a fickle mistress. It can be aloof, demanding, disinterested, and changes its mind constantly. People who operate within it have to be both aggressive and passive. What works on Monday may not work at all on Tuesday and you can forget about Wednesday because that is an entirely different world. Wednesday is the age of the millennial where technology is king.
Experts looking at today’s market see a completely new climate. It is competitive, trendy, and highly influenced by social media. Old selling traditions no longer stand up in this climate, but many sales organizations refuse to change. They keep beating that dead horse and end up getting left behind. This means if you live in the world of sales you need to start thinking differently. Here are key mistakes that many salespeople and sales organizations make that you should avoid.
Do Not Put the Offer over the Solution
The fundamental aspect of selling a product is to fix a problem. In a simpler world that would be the end of it. Unfortunately, you will rarely be the only game in town. The purpose of sales is to promote what you offer and set it apart as the best choice. If the offer becomes bigger than the product, however, then the company loses sight of the actual solution.
Today’s market is very simple. All people really want to know is if your product works. So start with the solution first and avoid bogging yourself down with lengthy offers.
Do Not Be Afraid to Communicate
A major problem many salespeople have is that they do not listen to consumers. They spend all their time talking at them and not to them. The problem with a long – winded presentation is that it assaults a consumer with information but never asks them a direct question. As stated before today’ market is simple. All consumers want is to be heard. They want to have a voice. So do not be afraid to ask tough questions. Instead of going on and on about the product, sit back and let the consumer do some talking.
Do Not Love Your Product More Than Your Consumers
The businesses that lose sight of the solution and talk entirely too much are also the ones that love product over the consumer. They come off like an annoying date that only talks about themselves. Successful salespeople fall in love with the consumer who will buy their product. It is s huge mistake to ignore the people you are selling too.
The best selling products on the market are the ones with the best representation. They are products fueled by an appreciation for the niche that service. They go out of their way to make the consumer feel appreciated and valuable. The salespeople representing them think and feel like the consumer, and that makes them able to market the product directly to them.
Do Not Ignore Technology
Technological advances have revolutionized business. The ability to communicate on a wide platform, access information, and connect with people is easier than it has ever been. A big mistake many businesses make is that they ignore technology. They do not take advantage of social media, they do not use virtual advertising, and they do not use specialized software like metrics.
Metrics analyze data in ways many have never thought of before. They can pinpoint what part of a product sells the best, who is more likely to buy said product, and what particular trend is catching on. Using them can allow a sales team to preempt the fickle nature of the sales market. Metrics are just one advantage that technology offers. If you want a successful business you have to utilize technology not completely ignore it.
Do Not Ignore Trends
A trend currently riding a wave through sales markets is freelance consultants. These are independent workers who sell product much like a door-to-door salesman. They are offered a small commission for the product they sell but essentially provide the company with free advertising. Many companies that have taken advantage of this trend have increased their sales. Although this particular example may not work with everything, trends are still an important aspect to consider.
Back in school if a cool kid wore their hat a certain way eventually everyone would start wearing their hat they way. Trends gather huge crowds and a business that involves itself in such trends speaks directly to them. In the sales world, you want to go with the crowd. You want to be involved in whatever people are currently interested in. This allows you to stay relevant. Trends are solid proof of what is currently popular. A mistake many sales organizations make is that ignore trends and lose their relevance.