813-671-3228 | support@inthenoh.com

Noh Hassle Bookkeeping
  • Home
  • Services
    • Packages
    • Bookkeeping
    • Payroll
    • Advisory Services
    • Consulting for QuickBooks®
    • Training for QuickBooks®
    • Cloud Accounting
  • Products
    • QuickBooks Online
    • QuickBooks Online Advanced
    • QuickBooks Desktop
    • QuickBooks Enterprise Solutions
    • QuickBooks Point of Sale
    • QuickBooks Payments
  • Industries
    • Services
    • Construction
    • Medical and Health Care
    • Real Estate
    • Retail
    • Restaurant
    • Wholesalers and Distributors
    • eCommerce
  • Testimonials
  • Resources
    • Forms
    • Recommended Software
    • Links and Complimentary Reports
    • Mobile Accounting
  • Blog
  • About
  • Contact
    • Contact
    • Client Login
October 17, 2013

Avoid the Three Biggest Sales Mistakes and Close More Business

Kim Noh Business Tips, Customer Service Tips, Management Tips, Profitability Tips

Tweet
Share
Share
Pin

Every sales lead is precious.  It takes a lot to get people’s attention these days, and once a lead or prospect comes in your door, you’ve accomplished that hurdle, but now you have another one:  getting the business.  To ensure you can turn those prospects into paying customers as often as possible, here are three mistakes we can all learn from and avoid at the very beginning of the sales process.

#1 Tech-Speak

Every industry has its own vocabulary.  For example, pool service companies talk about “shock,” booster pumps, and cyanuric acid levels.  If the salesperson starts slinging too many of these words around, the new pool owner is going to freak out.

Worse, you can end up going down a technical conversational path that derails the sale and has you answering all sorts of educational questions that the prospect doesn’t even need to know about if they hired you.  It’s a sort of foxhole you don’t want to go down, at least not during a sales call, and especially not during the very first interaction with a prospect.

Continuing our example, a pool owner’s goals are usually that they want their pool looking awesome and safe to swim in. Although your business is likely to be far more complex than your prospect realizes, they will be scared away if you overwhelm them and sound like you will be difficult to work with.   Instead, focus on their goals and how your services meet their goals.

#2 Lack of Interest

If your staff is tired when they answer the phone or if they simply answer the questions of the prospect and wait for them to ask the next question, then you’re likely to make a ho-hum impression on that prospect.  It will feel like your company is not interested in them.

A great salesperson – or even receptionist — will answer a prospect’s questions, and will go further to find out more about the prospect’s situation.   Establish a rapport by finding something in common with your prospect.  Perhaps you went to the same college, grew up in the same neighborhood, or attended the same church.

Then find out about the business issue to be solved.  What are their goals?  Ask them for the big picture so that you understand where they’re coming from before you get into the details.   This will make for a great start to the sales process as well as your relationship.

#3 Lack of Preparation

You may have called a vendor in hopes of finding out more about what they have to offer, only to discover they are not ready.  This typically happens with new business owners or new staff.  If the staff does not know the answers to the most basic of questions, then you could have a problem.

Prepare a list of questions that your staff is likely to get, and write in the answers so they will have this cheat sheet in front of them when they field calls.  This will allow your employees to speak more confidently and more accurately with prospects.

Be sure they also know how to best handle the question we all love, “How much do you charge?”  Providing a good answer to this question requires extra skills.  You might consider putting together a sales script to handle that question or even putting your employees through some basic sales training.

Check to see if you need to avoid any of these three selling mistakes, and you’ll be on your way to more sales.

Tweet
Share
Share
Pin
Five Fall Projects to Refresh Your Financial Results Five Best-Practice Accounts Payable Tips for a Smoother Cash Flow

Related Posts

Blog, Business Tips, Profits

Mix Up Your Revenues for More Profits

Blog, Business Tips, Customer Service Tips, Technology

Managing Customer Service with Technology

accounting technology, Blog, Business Tips

Fighting Cybersecurity Threats in Your Business

Archives

  • April 2021
  • March 2021
  • February 2021
  • January 2021
  • December 2020
  • November 2020
  • October 2020
  • September 2020
  • August 2020
  • July 2020
  • June 2020
  • May 2020
  • April 2020
  • March 2020
  • February 2020
  • January 2020
  • December 2019
  • November 2019
  • October 2019
  • September 2019
  • August 2019
  • July 2019
  • June 2019
  • May 2019
  • April 2019
  • March 2019
  • February 2019
  • January 2019
  • December 2018
  • November 2018
  • October 2018
  • September 2018
  • August 2018
  • July 2018
  • June 2018
  • May 2018
  • April 2018
  • March 2018
  • February 2018
  • January 2018
  • December 2017
  • November 2017
  • October 2017
  • September 2017
  • August 2017
  • July 2017
  • June 2017
  • May 2017
  • April 2017
  • March 2017
  • February 2017
  • January 2017
  • December 2016
  • November 2016
  • October 2016
  • September 2016
  • August 2016
  • July 2016
  • June 2016
  • May 2016
  • April 2016
  • March 2016
  • February 2016
  • January 2016
  • December 2015
  • November 2015
  • October 2015
  • September 2015
  • August 2015
  • July 2015
  • June 2015
  • May 2015
  • April 2015
  • March 2015
  • February 2015
  • January 2015
  • December 2014
  • November 2014
  • October 2014
  • September 2014
  • August 2014
  • July 2014
  • June 2014
  • May 2014
  • April 2014
  • March 2014
  • February 2014
  • January 2014
  • December 2013
  • November 2013
  • October 2013
  • September 2013
  • August 2013
  • July 2013
  • June 2013
  • May 2013
  • April 2013
  • March 2013
  • February 2013
  • January 2013
  • December 2012
  • November 2012
  • October 2012
  • September 2012
  • August 2012
  • July 2012
  • June 2012
  • May 2012
  • April 2012
  • March 2012

Categories

  • Accounting
  • Accounting Software
  • accounting technology
  • Blog
  • Bookkeeping
  • Bookkeeping Tips
  • Budgeting
  • Business Development
  • Business Growth
  • Business Tips
  • Cloud Accounting
  • Cool Tech Tools
  • Cost-Saving Tips
  • Cost-Savings Tips
  • Customer Service Tips
  • Decision-Making Tips
  • Expense Reduction Tips
  • Finance Management
  • Management Tips
  • Marketing Tips
  • News
  • Payroll Tips
  • Personal Development
  • Profitability Tips
  • Profits
  • QuickBooks Help
  • QuickBooks Software
  • QuickBooks Training
  • Social Media
  • Tax
  • Tax Resolution
  • Technology
  • Time Management Tips

Sitemap

  • Home
  • Services
  • Products
  • Industries
  • Testimonials
  • Resources
  • Blog
  • About
  • Contact

Contact Us

Bookkeeping Services and Services for QuickBooks®

Noh Hassle Bookkeeping

813-671-3228 | support@inthenoh.com

867 W Bloomingdale Ave. Unit 6746, Brandon, FL 33508

¡Hablamos español!


Intuit, QuickBooks, and QuickBooks ProAdvisor are registered trademarks of Intuit Inc. Used with permission under the QuickBooks ProAdvisor Agreement.
© Noh Hassle Bookkeeping 2021
Site Design by Accelerator Websites