Salespeople are the spearhead of a company in generating revenue and their importance is indubitable. Despite the gravity, many salespeople fail to perform their crucial duty.
The failure of salespeople is not without a rational reason. According to Adam Honig, the Co-Founder and CEO of personal sales assistant Spiro, salespeople do not succeed to carry out their duties due to fundamental reasons.
Adam, having vast experience in the field, understands it clearly that sales job is far from easy. Apart from being highly skillful, a quirky salesperson can still miserably fail, meaning that there is no exception.
However, as Adam said, salespeople can still recover from their failure and develop themselves if they know what they do wrong. Based on his experience and insights, Adam shares the reasons why salespeople fail.
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Less Listening, More Talking
Being a good listener is an ironically overlooked feature in the world of sales. Accordingly, salespeople should listen as much as they talk in order to know what they are doing.
By listening, salespeople will be able to pinpoint their customers’ needs and characteristics more appropriately. After that, they can know better to stress at which parts or which value to propose.
Inadequate Amount of Follow-up
Selling a particular product or service to a customer might take more than one meeting or conversation. Hence, follow-ups are notably crucial to ensure that the leads will be the customers at the end of the day.
However, this is the problem with most salespeople. Due to having lots of potential customers to communicate with, they neglect follow-ups to several contacts. That said, by following up their leads, it does not mean that they should do it aggressively as everyone hates an aggressive salesperson.
Shallow Understanding of What They Sell
While salespeople do not necessarily have to understand the A to Z of their products and services, they still need to possess a good knowledge of it. Some salespeople, however, invalidate this importance.
Every salesperson should, at least, have basic understanding of what they are selling, the competitors, as well as the strengths and weaknesses. Therefore, they can equip themselves with enough references upon performing their tasks. Frequent briefing and training can help to solve this problem.