10 SALES MANAGER MISTAKES.

From morning till night on the phone, and the sales still don't happen? Perhaps you are doing something wrong.

Let's see what mistakes a sales manager can make and how to avoid these mistakes.

Mistake 1. Reading thoughts from a distance.

It happens that the manager begins to think for the clients and assumes what tasks they want to solve and what limitations are stopping them. The client said a couple of phrases, and the manager already concluded: "No time for training" and "Not planning to."

It happens that such quick assessments are associated with shortcuts. For example, when talking to a pensioner, a mother on maternity leave, or a student in advance, assume that they do not have money for expensive training.

How not to make a mistake?

Don't assume. Ask. The more questions you ask, the better you will represent the client's reality. Helpful questions:

• What outcome do you want from the training? What are your goals and objectives?
• How would you like to learn (at what pace, what workload with)?
• What is preventing you from making a decision?
• What do you want to do? How do you see your future?

Mistake 2. Calls at the same time.

It is not worth it to not get through once, for example, at 12 o'clock the next day when you call at the same time.

How not to make a mistake?

• Find out what city the person lives in. This information he can enter, for example, when registering for a webinar. In addition, there are services that help identify the phone number to determine the city and local time. And then there are widgets for CRM that show the time at the client.
• Try calling at different times. For example, at 10 a.m., 3 p.m., and 7 p.m. local time. Perhaps the person isn't picking up because they don't have access to a phone during business hours. Try calling after hours.

Mistake 3. Phone calls only. Hardcore only.

Calling, not calling, and not using other ways to reach a customer is a big mistake at a time when so many people simply don't answer calls from numbers they don't know.

How not to make a mistake?

Send a message via messenger or email (you can do both). The text could be something like this: "Hello, I'm Jessica, your personal manager at AnyBiz. We received your reservation for a demo call, but unfortunately we could not get through to tell you more about the service. "Could you please tell me what time would be convenient for us to talk?"

Mistake 4. Interrupting the client.

Imagine the situation where a client tells you, for example, about their request, has been talking for about three minutes, talks about the nuances, and you at some point interrupt and say, "Yes, yes, yes, yes, all this you get by buying the subscription." "When are you going to pay?" What are the chances that you will close the deal and the client will like the service?

How not to make a mistake?

• Listen carefully if the client is willing to communicate and talk about his or her goals and objectives. Ask clarifying questions. Such a conversation is an invaluable source of information about your target audience and their needs.
• Ask open-ended questions. That is, those to which the client will not be able to answer unequivocally, "yes" or "no." This way, you will get more information.
• Take your time. You should not try to sell on the first contact or rush through the conversation because you have 50 more clients waiting for your call. If you're at the beginning of an introduction, it's better to just tell them about the company's capabilities and show them how you can be useful.

Mistake 5. Defending your point of view.

Arguing with the client, proving your point, and accusing him/her of something (for example, that they do not want to buy your product and thus change their life for the better) is a huge mistake. So you risk not only losing the client but also damaging the reputation of the company as a whole.

How not to make a mistake?

Don't argue. Never. Even if the client accuses you or the project of unprofessionalism, poor service, and global warming. To all the accusations, it is better to simply answer, "Thank you for your opinion. We will try to be better for you."

And remember: you do not want to win the argument. Your task is to help the clients choose the service that suits them and solves their problems.

Mistake 6. Not calling back at the agreed time.

Imagine that you have agreed on a time to talk, the client is waiting for your call, and... silence. What do you think his opinion is of you personally and of the project in which you work?

How not to make a mistake?

Set an alarm, a reminder, or whatever, and call exactly at the time you agreed. The client will appreciate your punctuality and seriousness.

And in general, always agree on the arrangements. They promised to send the contract within five minutes? Meet that deadline and send it. Promised a recording of a webinar? Send it, and the sooner the better.

Mistake 7. Not one step without the script.

Communicate strictly and only according to the script. Be like a robot. There will be no sales if there is no emotion.?

How not to make a mistake?

The script allows you to not forget anything important during the conversation; use it as a guide, not as a text that must be memorized.

Listen to the client and respond to his questions and requests. Be a caring and interested interlocutor. This is much more effective than working solely from a script.

Mistake 8. Not asking for reasons not to buy.

If, in response to "Thank you, but I won't buy yet," you reply, "Okay, clear, have a nice day," you're missing out on a sales opportunity.

How not to make a mistake?

• Be sure to ask what the decision is about.
• Work off the objection that the client will raise. For example, in response to "no money," you can talk about installment plans and special promotions. As an answer to "no time," you can tell about the time-saving service you provide, and afterward the client will see that performing basic tasks will be much faster.
• Arrange for continued communication. For example, you might say that you will contact the client in a month if at that time the issue of purchasing will be more relevant to him. Or that you will send additional materials so that the client can evaluate the value of the product.

Mistake 9. Not interested in the client's history.

Who is your client? What city or county does he live in? Where does he work, and why is he thinking about lead generation tools? Is this his first experience, or has he already used any kind of email service? Without knowing the details of how your client's life is structured, it's hard to make a sale.

How not to make a mistake?

Ask as many questions as possible. Any questions will help you choose a strategy in the sale. Write down communication details: client biography, fears, communication details, and pain.

Mistake 10. Agree to endless postponements of the conversation.

When you endlessly go on and on about a customer who carries over time after time into communication or payment, you're wasting your time. Don't do it this way.

How not to make a mistake?

After three postponements, ask if the customer is really planning to buy. And if not, just don't waste your time.

AnyBiz understands how to assist you in achieving your specific goal step by step. Don't believe? Book a demo call and find out how AnyBiz automated lead generation tool can help you find more clients and close deals with them https://bit.ly/3WBFSou