These mistakes aren’t just mine; they are common in sales.
Today, I want to share nine critical sales mistakes I’ve made throughout my career—and the lessons you can learn from them.
1. Not Taking Notes
One of my biggest blunders has been failing to take notes during customer interactions. Whether it was relying on my memory, or jotting things down on a scratch pad, I often neglected to log important details in my CRM. This led to me asking the same questions multiple times, which not only confused my clients, but also hindered my sales.
Always document your conversations to maintain clarity and build rapport.
2. Selling After the Customer Says Yes
During my early days in sales in Knoxville, Tennessee, I encountered a challenging customer. After he agreed to purchase, I literally talked him out of buying from me. Why? Because I was talking about all kinds of stuff. And it got him thinking, well, maybe he rushed too quickly to make a decision, and he chose not to buy.
When the customer says yes, stop selling! Get the order and move on.
3. Mixing Up Decision Makers
About 20 years ago in Omaha, I mixed up decision-makers. I thought I was addressing the right person when, in fact, it was someone else. I was able to save the deal, but boy, it was embarrassing.
Always identify and keep track of decision-makers to avoid similar pitfalls.
4. Doubting Your Own Pricing
When I started in sales in Portland, Oregon, I struggled with doubting our pricing. I didn’t believe in the value of our products, which was reflected in my poor sales performance. I remember when my boss called me out on it.
It’s not the price, it’s the outcome you create. Confidence in your pricing can significantly impact your success.
5. Procrastinating on Follow-Ups
Mid-career, I often delayed follow-ups, thinking I could handle them later. Things got pushed to days later—sometimes weeks later. This habit led to missed opportunities and lost sales.
For instance, a client told me to “keep in touch,” and I interpreted that as a casual follow-up in a few weeks rather than immediate action days later.
Don’t put off follow-ups; they are crucial for maintaining relationships and closing deals.
6. Failing to Ask for the Order
In another instance in Portland, I got sidetracked during a meeting and forgot to ask for the order. I never got around to asking for the order, and I left. And a whole month went by before I was able to come back physically.
See, I didn’t ask for the order when I should have. Always ask for the sale when the moment feels right—hesitation can lead to lost opportunities.
7. Allowing Customers to Push You Around
I learned the hard way that it’s essential to maintain boundaries with clients. A customer in New Jersey would always ask me for one more thing, one more thing. And I would give in!
I talked with my boss about it and he said, “You’re falling for it. You’re allowing the customer to push you around. Here’s what we deliver, how we deliver it, the terms we delivered. And that’s it. Don’t allow them to create exceptions because you are creating havoc on our shipping, distribution, and customer service because of the exceptions you’re trying to make.”
8. Failing to Stay in Touch
One of my key takeaways is that closing a sale opens the door to building a long-term relationship. I often moved on to the next prospect without nurturing existing clients.
As my friend Meredith Elliot Powell says, “The sale is made in the follow-up.” Regularly check in with your clients to maximize your business potential.
9. Thinking You Can Wing It
Finally, I learned that preparation is key. In Houston, I thought I could deliver a presentation without proper prep and ended up missing a significant opportunity. I thought I knew my stuff, and I fell all over myself. I missed the opportunity on a big giant order with a major account because I thought I could wing it.
Always be ready; thorough preparation can make all the difference.
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Copyright 2024, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
