Are you a salesperson who can't move forward? Many salespeople get lost when they can't adequately focus on each aspect of the sale. Some mistakes may boil down to organization or time management with the client. Understand some mistakes that might be holding you back.
Excessive focus on the product
Knowing your product is essential, but it's about 20% of the sale, like the cake base, but it still needs the filling, icing, and cherry on top. When you focus too much on the product, you neglect both the client and the sales flow. Knowing your client's profile is very important, understanding if they are more objective or more emotional, the places they frequent, what businesses they usually engage with… All of this will impact your sale.
Wrong audience
One of the easiest ways to select your audience is by value, but don't limit yourself to that. The ability to recur also matters, just as much as the number of buyers. When selecting the audience, you need to understand if you want to sell by volume (cheaper) or something more elitist, producing less and earning more. If you choose the second option, you need to focus on an audience that prioritizes quality and exclusivity of service, delivering that to them.
Insisting on selling to an audience that doesn't have the right profile is a risky bet. Some companies have managed to transform their audience, but this requires hard work of constant education. Unless you have a very innovative and specific product, it's more advantageous to focus on selling other more acceptable products while educating the audience in parallel. However, be careful not to lose focus on the sale.
Purchase process too long
A purchase process should allow the customer to close the deal at any moment they wish. You don't know how prepared your customer's mind is exactly, so don't create a very rigid flow. It might be interesting to filter from the client what their biggest doubts are and from their response, determine how mature they are in the sales funnel.
When you understand how mature the customer is, proceed from there. A very long flow gives the client a lot of time to think and create objections. In this case, you achieve exactly the opposite of what you hoped to accomplish. A salesperson who occupies too much space also prevents the client from feeling desire and curiosity, important emotions for loyalty.
Didn't establish credibility and authority
Before reaching the client, your company already needs to have established credibility and authority; this is essential for them to accept the risk of purchasing a product/service they aren't familiar with yet. You can create this by testing your products live, showing before and after, proving functionality and positive outcomes from its use. A way to prove credibility that is trending now is humorously debunking objections.
Salesperson without a sales flow
Not having a sales flow is much worse than having a long flow because the salesperson is at the mercy of the client's mood and conditions. This harms your posture and confidence at the moment of the sale, as well as allowing more mistakes to be made. Having the information well-defined, as well as the moment to expose it, is essential for the sale to be well-directed and pleasant.