Every company is based upon the revenue they generate by one way or the other. If there is less revenue than targeted, then company is in loss. And this does not only means less money for everyone but it also means less confidence, less trust, less zeal and lesser efforts in future. Sales target are usually based upon the research and refined strategies; then what could be the reason that a company fails to achieve its target?

Failing is a chain reaction in a company. If a team or an individual fails to achieve the target then other people have its impact on them. So, if an individual fails, team fails and eventually the company fails to attain what was decided. Here are 3 common mistakes people make while they are approaching for their sales target.

1. Offer is for everyone…really? :

When you send an email across to everyone on regular basis then possibility is that your email will be added in spam of many and your reputation (or company’s) will be hampered.

On the other hand, if you don’t than its quite possible that you would be missing a few opportunities which could have changed fortunes for you. As it is said, “Don’t worry about the 100 people who added your email in spam, be concerned for the one who could have taken interest but didn’t get the mail.”
Both seems right…isn’t it? Then what should be done to know what’s right for you. The answer lies in the market research. It really depends upon the nature of your business whether you should send bulk emails or should stick with possible clients. Go ahead and meet with people to understand their thinking about your type of product. They can be your friends or even the strangers. Conduct workshops and webinars for discussion. Ask them questions and know their views. What they like or dislike about the product? Is there anything they can suggest for the betterment of the services you offer? At the end of the day you will have a strategy and a clear picture that how to approach people.

2. Stick to the process? 

I have heard many leaders talking about the process and its importance to get success in sales. After all the years I have spent in the business in various roles, I came to know that there is no process for sales. There cannot be one.

“When in Rome, do as the Romans.”

It’s important to evolve. The process which for sure was refined by some great leader at some point and time is no longer effective. In this cyber world the clients are evolving quickly; they are learning about new things every time and their doubts and questions are becoming wiser and precise. Sales is not a philosophy. It is based upon logic and reasoning. If your reasoning is not good enough then there is no sales. It requires presence of mind, wit and zeal. If you are bound to some predefined process, then you cannot change yourself according to the customer. Remember, birds of a feather flock together. If you cannot transform according to   and for the customer then there is little chance that he will take interest in you or your deal. It is momentous to refine process regularly instead of defining the same one time and again.

3. The Timeline:

It is possible that client is busy today or you have other important things to attend to (maybe it’s your appraisal day).  And you know that the client is in your control. Bravo, half the battle has been won.

‘Better late than never’

Nah, it does not apply on the sales process. Remember, only half of the battle has been won…the other crucial half remains. You cannot be late at any cost. Never ever miss a date with your client. Once you understand the client’s decision process, tell him about the timeline clearly. And emphasis on the fact that you cannot deviate from the mutually decided timeline. Don’t be persistent but you have to be assertive to some extent. Make it your policy to close the deals on time because ‘extra time kills the sale’. After all the hard work which has been done, you simply cannot leave everything in the pipeline…its suicide.  Keeping aside all the super-emergencies, the timeline should be a part of client’s life till the time the deal is closed by you. Remember a client’s requirements is likely to get changed in every 2 months, so, don’t be too late.

**Don’t sell products & services, sell solutions**