My biggest mistakes early on in my sales career

My biggest mistakes early on in my sales career Sales tips Mistake: TALKING TOO MUCH Talking too much, which I know was rich because everybody that sales is probably a talker. But the biggest mistake I see all of my reps that I train do is they just keep talking in the appointment. They don't listen to what the client's actually looking for. Shut up. Shut up. Present the information, seek understanding from the customer, take notes and don't just sit there with your plan in mind. Mistake: making assumptions of what the client needs or wants Behind talking too much, which is what every nervous new sales rep does is talk too much because they go in with I know this one product, so I'm going to talk to the customer about just this one thing. And if it varies or deviates, I totally lose track and I start to stutter and then I turn red and sweat and I bomb my appointment. But the key to it, and I tell all of my reps this, is you don't have to rush your first interaction with a customer. Slow down. Just learn about them. Learn what they're looking for. Don't go straight for the kill of just trying to get the sale. Learn what the customer wants and then that way you can better assist them. Mistake: information overload I did this. I wanted to be the most knowledgeable person. I would throw out so much information to the customer that there was actually no relationship. So I would focus on giving the customer as much information as possible. It was like an info dump. And then the customer would be like, hey, I need to go talk to my spouse or anybody else but you. Because you're terrifying. Or I'd get blank stares and I'd be like, does that all make sense? No, it doesn't make sense to them. I just threw an encyclopedia of information at them about something they have no idea. So, slow down. You don't have to give them every piece of information out the gate. Figure out what they're looking for. Identify their needs and then solve the problem. Sales is just solving the customer's problem. Yes, price is important. Making sure you're matching price to need. But also, making sure you're thinking ahead. Because if you're the expert in the situation, the customer needs to hear what you would do in that situation. If they were in their shoes. Customers know if you're being honest upfront, but they also know if you're being transparent. And so, like I said in my last video, being honest is super important. But also, making sure you seek relationship over the sale. Every time we'll make you the most effective salesperson, you know.