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Such an approach can often come across as a bit aggressive so that a prospect may avoid your further contact attempts. If you talk too much about your product at once potential customers often lose interest. How to avoid this sales mistake As already mentioned the goal of your conversations should be to find out the pains and needs of your counterpart. If you think of a structure before the interview and do your research well you will make sure that you are asking the right questions. Focus on the essential information that addresses the needs of your interlocutor.
It is best to leave out product information that is irrelevant to the company's pains. Because your counterpart wants help with a purchase decision - not a detailed report on Latest Mailing Database all functions. You only talk about features and not benefits Same game as just now: If you shower your interlocutor with facts and figures instead of going into the advantages of your solution a potential customer will quickly get bored. Customers first want to know what benefits the product has for them and only then what other functions are available. Your target company doesn't care much about the color of your product or the programming language.
He or she wants to know what problem your offer can specifically solve and how much easier it will be or your everyday work life. How to avoid this sales mistake To avoid this mistake your sales team needs to focus on the value your product or service brings to customers. Above all customers in the BB sector want to know : How much time will this product save me? By what percentage will my sales increase? How is my everyday life improving? Facts and figures about the technical side of a solution are initially uninteresting. Rather show your prospects how your solution will improve their work. You use too much sales talk Another common sales mistake is overusing sales jargon.