Having many sales attempts, those where you know exactly what you are going to sell, but after the process, you simply do not sell anything, can be distressing.
Maybe you are making some mistakes and you haven't noticed.
Continue reading to discover the mistakes we should avoid in order to improve the closing process.
Mistakes to avoid when closing sales in a B2B marketing strategy
1. Not knowing your prospect
Before making any sale, we must be clear about one thing: who are we targeting?
If we try to sell without knowing our prospect, their needs, their desires, their interests, we will hardly be able to direct the sale.
2. Talk too much
Sometimes, due to nervousness or simply our personality, we talk too much during the sale; we say more than necessary, causing stress to the client.
Leave spaces of silence, where the prospect can analyze what you have said.
Be clear and precise, don't fill your speech with words. If gambling data singapore phone number the client asks for more details, give them, but don't overdo it. They say that less is more.
3. Rush the business
Another mistake is trying to close the sale too soon.
There are clients who need a few minutes to think and others who like to ask questions. Let the process progress naturally, without rushing, as this will make you look desperate, which tends to scare away the buyer.
4. Don't ask
Asking questions is a fundamental part of the sales process.
Try to ask a question after each explanation, as it will help the conversation flow.
When you feel it's time to finish, also ask: Are you ready to make the purchase today?
We assure you, asking can be of great help throughout the entire process; some people wait to be asked because they don't know how to say they want to buy, or because they need that little push.
But be careful, don't overwhelm them with questions to finalize the sale. Give the process time.
5. Do not personalize
You can have a basic pitch for your sales process, but it is always essential to provide personalized treatment to each client.
They say that every head is a world, so we must know that not all clients will be the same.
Some may be direct, wanting a quick purchase. Others will prefer to take their time. Or dealing with a CEO is not the same as dealing with a student, for example.
As you can see, these mistakes can be made by anyone at any time, so the important thing is to study each prospect, know your product and brand thoroughly, and have the best disposition to sell, in addition to remembering this article so that you avoid making mistakes in the future.
And if you have your b2b marketing strategy and want to know how you can improve it to run a better sales campaign, at Kayzen we have what you need: we give you a free strategy analysis. Don't miss this opportunity.
