One of the biggest mistakes that salespeople make is to focus on what they are selling rather than focusing on the needs and wants of the customer. Salespeople should talk less about themselves, their product, their viewpoint and focus more on listening to the customer. Forcing yourself to keep the customer’s perspective is a trick that can do wonders for you.
Being emotionally involved in sales is something that every sales person should avoid. Being emotional takes you out of the present and keeps you from focusing on what the prospect is actually saying. You need to constantly observe the tone and inflection of the voice of the potential customer and being emotionally involved in the sales keeps you from doing so.
Keeping in touch with your prospects after the initial call is important as this helps in keeping your name or your company’s name in the forefront of your customer’s mind. Many sales opportunities get lost in the mix simply because the sales reps fail to follow up with the prospects after the initial contact.