Common Sales Mistakes You Must Avoid At All Times In 2021

B2B sales and marketing can be challenging, but once you do the right things it can be equally rewarding too.

The best way to go about it is to tread carefully, look for possible dangers and avoid repeating mistakes at all times.

While you create new strategies, make sure that you don’t make some silly mistakes which can stop you from achieving success in spite of a competitive strategy.

 

Here are some common mistakes that b2b professionals must avoid at all times in 2021-

 

Focusing on pseudo decision makers-

What’s most important in sales is the actual buying decision that the buyer makes to finally make that purchase.

This naturally shows the level of importance one should place in who it is that you are investing your time and efforts into.

Prospects that are quick to making decisions are the real buyers for any b2b sales professional.

You may have made the right pitch and are yet waiting for long for those results to come in. However, results will only show if you have pitched the offer or solution to the right decision makers. So how do you make sure you are talking to the right person?

• Do your research thoroughly to get to know the prospect beyond his designation
• Dig deeper into knowing the authority of the person and not just the designation
• Sometimes designation might show that the person is a decision maker but he may not actually be one
• Spend more time monitoring their social media activity or any other content going out through the prospect
• You can get a lot of clues to know if the person’s conversations are in the decision  making direction or not
• Focusing on pseudo decision-makers can lead to a lot of waste of time, efforts and money too
• Don’t follow but lead in terms of extracting the exact details of the prospect
• Engage in conversations with him through email, personalized messaging or through any other medium
• The responses sought from email or personalised conversation will reveal a lot about his decision making capabilities

Getting carried away by profiles and designations of a prospect is a common mistake most sales people make. That’s why it is so important to spend more time on research and know who it is that you are going to talk to.

 

Focusing on just you and your brand-

One of the biggest blunders of all times in sales is to talk about you and your brand more that how you could help the prospect.

The buying decision of a prospect is always based on the solution that they expect in return.

You may be a big company or a small time business owner, but if you showcase how your solution can solve the customer’s problem, you will have won more than half the battle already.

Prospects come to you looking for solutions and not necessarily to know what you are good at and how.

They have very little interest in your achievements, accolades or any other. All they want to know is if the services that they are going to invest their money into are going to solve their frustrating problems or not.

So if you are busy putting forth your brand story every now and then, it could be a big mistake.

Talk more about how your solutions can help them solve the problem or how you have helped customers in the past with solutions.

Conclusion-

2021 has come with the challenges of the new-normal and b2b professionals need to tread more carefully than ever before. It’s not just about adapting to changes, it is also about the making the least mistakes and making sure you are paying attention to what the customer wants.