Posts Tagged selling

Hide your inexperience in sales by learning and avoiding these rookie mistakes.

Ah, to be young. You’re full of promise, energy and a complete and utter lack of experience. This last trait can be particularly damaging to young salespeople, as they spin their wheels working hard to book sales but get nowhere. If you’re a new salesperson, or you know someone who is, here are a few tips for making it look like you’ve been around for a while.

• Don’t offer too much information
In an effort to impress, rookies often list too many details and offer prospects a laundry list instead of a persuasive pitch.

• Show deference
Resist the temptation to march into a meeting proclaiming, “I can help you.” The people you’re selling to are executives and successful in their own right. You are a salesperson. Instead try saying, “A lot of our clients have the same problem. Let me show you how we’ve helped them.”

• Keep your eyes on the goal
Inexperienced salespeople often go on sales calls without a clear outcome in mind and are happy with a mildly sincere, “Thanks for your time, and I’ll be in touch.” If you don’t ask for what you want, you won’t get it. Have in mind that you want either a contract or at least another meeting.