Home   >  ZandaX Blogs   >  Business Blog   >  Sales Articles   > 
10 Errors To Avoid in Sales Part 1 – Not Asking for the Business

10 Errors To Avoid in Sales Part 1 – Not Asking for the Business

 
Being more effective in your sales career
The most common errors in sales business and how to avoid them.
 
Article author: John B
      Written by John B
       (3-minute read)

I have shared this example many times in the past, but I personally can tell you that I learnt about this because I was making this error myself. When I was quite new to sales, I started to work for an office automation company (printers/copiers/faxes, etc.). After a couple of weeks of training on the products, we were finally allowed out into our respective territories.


I uncovered a lead, and went in to do a formal presentation for the company owner. It had been researched properly, I knew what our competitor's machines could do, and I was all set. I delivered the brochure about the particular machine that would solve his requirements, and sold the product fabulously. What I did NOT do, was ask for the business. After doing the presentation, we carried on talking. Eventually, it required him to ask: "So, what will it take for me to get this machine?"


Confused Businessman


I realised my error, and we went through the various options of either paying cash, credit terms etc, and then I asked which he would prefer, and started the paperwork. But it took him to ask me in order to get started. Why had I not just asked him? I knew that he had been keen all the way through the presentation!


It is an error that I was careful to avoid after that, but dealing with many salespeople since then, I can tell you that they all make the same mistake.

They give you the options, do a great job of presenting the product, and then almost leave it to you to ask. I have heard one salesperson field an inbound telephone call, and instead of simply making the sale, went through so many options that the person ended the call going away to think about the options. Not once had the person asked for the business!


Sales trainers and sales coaches that either attend meetings with salespeople, or listen to recorded calls, all give this as the single biggest reason for people failing to close the sale. If you are in sales, ask yourself: Do you ask for the business every time? If you own a business or run a sales team, ask yourself: What are our closing rates? Do I know if our team is asking for the business every time? Can we improve sales by doing this?


If you answered that you are NOT doing it every time, or your staff are not, you can improve sales easily. If you know your closing rates, get people to focus on this and watch those rates go up.


10 Errors in Sales - Not Asking for Business


So, if you want to avoid the mistake that I had been making, of not winning sales because either you or your staff are not asking for the business, then this is something that you can attend to straight away. There are multiple ways to ask of course, and can also use trail closes to get a feel for what the client is thinking. If you would like to get help for either yourself or your team on how to improve this skill, contact us for ways to do that. I can guarantee that it will see an increase in sales!


If you would like to look at other very basic ways to improve your sales ability, look at Harvey Mackay's books, in particular "Swim With the Sharks Without Being Eaten Alive".


What is your opinion? Let us know what you think in the comments below.





Download our Free eBook:
10 Errors to Avoid in Sales

More Articles on Sales

6 Ways to Improve Your Sales
6 Ways to Improve Your Sales
John B
Author: John B
About the article
Summary
There is always room to improve as a salesperson, such as through Upselling. Sales Training has Basic Tips which can radically increase sales figures
[ close ]
9 Effective Sales Closing Techniques
9 Effective Sales Closing Techniques
John B
Author: John B
About the article
Summary
How to close a deal in sales! Here, we give you 9 sales closing techniques that will see you close more deals, and be a better salesperson.
[ close ]
10 Ways to Train Yourself to Be a Great Salesperson
10 Ways to Train Yourself to Be a Great Salesperson
John B
Author: John B
About the article
Summary
Unlike a common misconception, good salespeople can be made, as well as born, so see the 10 tips ZandaX recommends to drive your progress.
[ close ]
The 5 Best Tips on How to Prepare for a Sales Call
The 5 Best Tips on How to Prepare for a Sales Call
Ashley Andrews
Author: Ashley Andrews
About the article
Summary
Sales calls can be tricky; but they dont need to be. Having a consistent game plan for your sales calls can boost overall performance by as much as 50%. So, instead of winging your way to a no, here are five recommend ...
[ close ]
Why Do So Many People Fail In Sales?
Why Do So Many People Fail In Sales?
John B
Author: John B
About the article
Summary
A large number of people that attempt careers on the sales industry fail. This article looks at those reasons and how to succeed instead.
[ close ]
Why Driving the Numbers Will Increase Your Sales
Why Driving the Numbers Will Increase Your Sales
John B
Author: John B
About the article
Summary
Here are 7 specific types of figures that you should keep to help either improve your own or your team's sales. Add to your own KPIs for maximum effect.
[ close ]
10 Ways to Motivate A Flagging Sales Team
10 Ways to Motivate A Flagging Sales Team
Ashley Andrews
Author: Ashley Andrews
About the article
Summary
10 Great Tips on how to get your sales team remotivated and delivering the kind of performance that you would expect of them.
[ close ]
How to Sell in a B2B Environment
How to Sell in a B2B Environment
John B
Author: John B
About the article
Summary
There are real differences in selling to B2B (business) compared to B2C (consumers). This article looks at how to succeed in a business environment.
[ close ]
Can Animated Videos Help in Increasing The Sales of A Business?
Can Animated Videos Help in Increasing The Sales of A Business?
Ashley Andrews
Author: Ashley Andrews
About the article
Summary
[ close ]
How Innovative Are You As A Sales Person?
How Innovative Are You As A Sales Person?
Steve
Author: Steve
About the article
Summary
Are you an innovative salesperson and are creative at finding leads? Different approaches to finding leads will yield different results.
[ close ]
Are you negotiating without realising it?
Are you negotiating without realising it?
Steve
Author: Steve
About the article
Summary
Cutting costs is difficult, especially if a business wants more clients. Through effective negotiation, a considerable amount of money can be saved.
[ close ]
How to Get the Most Out of a Sales Team Through Effective Management
How to Get the Most Out of a Sales Team Through Effective Management
Steve
Author: Steve
About the article
Summary
Trained managers help businesses to get the most out of their sales team. There are many skills that managers should know which benefit their team
[ close ]
 

Write for us on the ZandaX blog

We're always looking for guest contributors to increase the variety and diversity of what we present.
Click to see how you can write for us:
 

The ZandaX Business Skills blog categories

Click a panel to visit the main category pages for the blog
Career Success
Career Success
Sales
Sales
[ This category ]
Marketing
Marketing
Presentation Skills & Public Speaking
Presentation Skills & Public Speaking
Customer Service
Customer Service
Microsoft Software
Microsoft Software

ZandaX Blog Contents

Want to see them all? Click to view a full list of articles in our blogs.

zandax online courses logo
"ZandaX courses are such great value, and with the help and support they give, there's no better option in the market"
ZandaX LinkedIn logo
ZandaX YouTube logo
ZandaX FaceBook logo
 
All content © ZandaX 2024