MISTAKE #01: Not listening and talking too much.
When trying to sell something, it's common for employees to talk a lot, even more than customers. They want to talk about all the company's benefits and features and come off as pushy. By doing so, they fail to give opportunities for the customer to express their doubts and concerns. In fact, a study conducted on Sales Hacker shows that top-closing professionals in sales speak for about 43% of the time. In comparison, customers speak for 57% of that time, on average. So it's essential to listen more! Try asking more open questions and keeping your listening-talking ratio at 60/40. Questions that can't be answered with a simple "yes" or "no" get customers talking, help build rapport and let you get to know them more.
Source: superoffice.com, 2021.
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