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Selling Mistakes – Do You

Selling Mistakes – Do You Make Any Of These

Selling Mistakes Impact On Conversion, Profit & Credibility

Selling varies significantly from at its simplest simply taking the cash for the transaction through to complex negotiations and bid writing. In this article we consider more complex selling scenarios and look at 4 classic mistakes that occur when selling.

Selling Mistakes - Do You Make Any Of These

Selling Mistake 1: Quoting To Early

One of the key attributes to selling is actively listening to the customer. A problem occurs when you offer a solution that that you want to sell as opposed to the customer actually requesting. This is then amplified when you provide a quote or supply a proposal too early in the selling process.

Selling Mistake 2: Offering Discounts

This can be split into a number of sub mistakes

  • Offering discounts as a mechanism to stimulate a sale when no reduction in price is required
  • Having discounts that are completely fictitious as an approach to being able to offer a great deal i.e.
    • Get this package of online training and dvd’s and audio files and books and etc Normally £999
      • Only 100 packs available Reduced to £499
        • As we want to really make you think you are getting a bargain For one day only £49
  • Not actually realising the implications of the profit you are losing and additional sales that will be required .

Selling Mistake 3: Charging For Time

If you are a trades person or consultant and are selling your time then you have automatically limited your earning potential. For example if you were a skilled CNC machinist and are charging £50 per hour. Then the maximum you can earn for a 40 hour week is £2000 per week. Now if you were pricing on a project basis there could be the potential for generating significantly more revenue. There is a need to uncouple price from cost and effort

Selling Mistake 4: Invoicing To Late

Picture this scenario

  • A customer asks you to complete some work on the first day of the month.
  • You complete the work over the next couple of days
  • You wait until the end of the month and invoice
  • Your payment terms are 30 days
  • Your customer pays promptly on the thirtieth day
  • Essentially you have delivered a service but waited almost 60 days for payment

Selling Mistakes – Do You Make Any Of These

Pricing challenges are covered in greater detail click here    To contact a marketing and sales professional click here

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