5 Common 1:1 Sales Pitfalls & How to Avoid Costly Mistakes
by Adam Luckeroth, on Mar 24, 2015 10:10:19 AM
Making a great first impression is important in all relationships, whether personal or professional. That sentiment rings especially true for those involved in sales. In a pitch, there isn’t much time to capture the interest and attention of the person you want to impress. It’s important to prove immediately to your prospect that you’re the right person for the job.
At Modus, we work directly with leaders in marketing and sales departments. Many of our conversations with these individuals pertain to what a mobile sales solution can do to improve the effectiveness of their sales team in the field. Here are some of the most common issues that we come across:
1:1 Sales Pitfall #1 - Lack of Preparation
In sales, you have to be ready for anything and everything that could come your way. That means having all the information you need to make your pitch and any follow-up materials that your prospect could want. Being a great salesperson is about being a trusted and valued resource. That means anticipating not only the needs of the customer, but the possible scenarios you could encounter logistically, as well as interpersonally during your pitch.
Even if you have all the right materials with you, what happens if you arrive on location and do not have space to set up a computer? Less time than you’d planned? Or lack a reliable internet connection to access email, information, videos, or websites?
One of the features that our customers love is the ability to access their content in the Modus app even when offline.
1:1 Sales Pitfall #2 - Lack of Information
As a salesperson, you’re expected to be an expert on the product or service that you’re selling. Your value as a potential partner is in part based on your product knowledge. If you know the products you sell, it’s easier to listen and make informed suggestions based on the needs being communicated to you by your customer.
Knowing your product is key, but being able to access the right materials at the right stage of the conversation bolsters that knowledge and makes a salesperson appear more reliable and authoritative.
Our customers love the easy access to up-to-date information, as well as the ability to customize their pitch based on the customer’s individual needs. All while maintaining solid brand consistency.
1:1 Sales Pitfall #3 - Inconsistent Branding
Imagine for a moment that you have an appointment set to meet with a salesperson from the ‘Blue Company’. When you review their website, their branding is very clear, and in a variety of shades of blue. But when a rep arrives at your door, parts of their sales materials are in yellow, others are red and some in blue. While this may not seem like a big deal, you may spend the first few minutes of that important meeting trying to figure out if you’re talking to the right person from the right company.
Most branding for sales and marketing materials isn’t quite this black and white. However, it can still make or break the sale if materials are perceived as low quality or don’t meet the brand expectations of your potential customer. When materials are off-brand, you’re essentially scraping the mental brand image the customer has built through their research and forcing them to start over. Strive to use consistent materials and branded messaging for each sale and every presentation.
1:1 Sales Pitfall #4 - No Wow Factor
For anyone who has ever experienced boring or underwhelming sales presentations, you know exactly why a lack of enthusiasm is a big mistake. Most people have limited attention spans, little time and get constantly pulled in multiple directions. When you finally get a prospect’s attention, you need to bring the wow and keep their attention by presenting targeted materials in a timely fashion.
Tattered and worn print materials don’t wow anyone. On the other hand, well-designed materials on a high-resolution display can be proudly shown to even the most discerning of prospects.
1:1 Sales Pitfall #5 - Outdated Information
It’s important for a salesperson to know the latest information regarding promotions, featured products, new products, and company news. Just as a lack of product information makes a salesperson look bad, so does not being aware what your company has prioritized for that specific period. When a prospect asks for the latest promotion they saw online and a sales rep doesn’t have the correct information, trust and confidence become damaged. Not to mention, promotions can be strategic and designed to fit a certain sales or revenue goal.
One of the many benefits of using a mobile sales solution is that sales teams will never be out of the loop. They will have access to updated information at all times, so they’ll never have that embarrassing “let me get back to you on that” moment during a meeting.
Users that control content for their companies in Modus enjoy the fact that they can instantly push out new content to reps in the field, while also removing anything that is old or outdated.
Now we want to hear from you! Comment, send us an email or tweet us at @modusengagement.