Below are 8 ways to lose a small business sale, But selling is easy these days, since everyone is on a smart phone or other mobile device. However, if you aren’t doing a few things right, it is possible to fail. Here are eight things you could be doing wrong as a Sales Representative – listed below are tips to help sales surge with small businesses.
1. Not Making Yourself Known – Customers need to know who you are, what you offer and how it can help them. If they don’t know who you are, they aren’t going to give you their business. If you’re well-known, you have a foolproof chance of succeeding. Letting your local community know that you are in the business you are in.
2. Not Connecting – Once you’ve established yourself, and are well-known, you then need to work to connect with your customers. Build trust and a good report with your clients. One way of doing this is to show potential clients other small businesses you have worked with to gain their trust.
3. Not Creating Opportunities – Once the customers start arriving, you need to keep them, by creating opportunities for them. This means if you’ve already sold them on your business, help them implement & market it to their customers.
4. Not Creating Value – Selling is all about creating value for the customer through their buying process. If you don’t have sound ideas to sell, you are wasting the customer’s time, and you aren’t likely to make a sale. Remember, features attract, but benefits sell. Small businesses need to quickly and easily understand where the return on investment from your product is going to come from.
5. Failing to Get Commitments – Sales is all about commitments, which requires having conversations with prospective clients, moving deals ahead. You absolutely must interact with your customers and ask them for gain commitments. One approach that has worked for many is to give them a free demonstration of what you can do for their business. This shows you’re serious about winning the deal.
6. Not Gaining a Consensus – You have to become a part of the decision making process. Once a consensus is reached, there is no wiggle room. Be part of the group and win big. This is where becoming a expert really comes into play because your job is to help businesses create a marketing strategy that will bring real business into their establishment.
7. Not Presenting the Right Solution – It is all about selling the right solutions and making the customer see how your product can help them. If they don’t share your vision, it’s all a wash. Buyers will always buy into what they believe is right, so sell your vision. The best way to bring down this barrier is to use other real businesses testimonials!
8. Not Asking Outright for Their Business – Seems like a no brainier, but it can be easy with the right approach! Closing is an integral part of sales – you have to ask the customer for their business. Getting that closing signature is what it’s all about. It may seem awkward at first but when you ask in a way that is mutually beneficial you will win more times than you will fail. Remember, you are helping their businesses grow!