Mon 26 May 2008
Top Reasons Why Salespeople Fail
Many salespeople are ill-prepared when they step into the selling arena and try to convince people to buy their products.
Given below are some of the common reasons why salespeople fail and how you can help your salespeople succeed.
Not Enough Product Knowledge
Many salespeople do not take the time required to study the technical aspects of their products. They are more concerned about how many they sell.
As a result, they cannot answer the technical questions of their potential customers. Many times, this is a result of poor training by their superiors.
Over Or Under-Confidence
Both are bad for salespeople. A salesperson should have confidence - or should at least look confident when approaching a prospective customer.
They should not act arrogant and should use language that customers can understand. Being attentive and understanding the customer's needs before taking action will help them in increasing their sales numbers.
No Follow Up
Many times, a salesperson might be quite aggressive while trying to get an order; but once the sale is closed, they then neglect to follow up on the order and ensure that the product reaches the customer on time.
They should be aware of any problems, and should communicate with customers if there is a delay in shipping or any other problem.
Many salespeople try very hard to get into sales but once they do, they forget all about sales and seem to be distracted with other matters. This results in customers being frustrated by the salesperson's lack of interest in selling or solving their problems.
Sales is an interesting, challenging and rewarding activity in any business - but salespeople should realize that effort is needed to be successful and stay ahead in the game.