Get my Free Sales Jumpstart Kit<\/a><\/div>\n<\/div>\n\n\n\nMistake #4: They don’t pause in their calls<\/h2>\n\n\n\n
The next mistake that I often see first year or second year sales reps make is that they don’t just pause in their calls. What I mean by that is they are so focused on getting to the next thing in the conversation that they don’t just wait and let some things sink in. This is what sales reps typically learn with age and experience. But essentially what you’ll notice is that there are certain points in time in your sales conversations, where the best thing you can do is actually just say nothing instead, just stop. And from there, wait for your prospect to react. This can often be really powerful when it comes to digging into some of the benefits that they might realize from your product or service.<\/p>\n\n\n\n
Let’s say you’re talking about pricing. Well, it can be really valuable to just take a second and wait for their response as they process through their thoughts on pricing. “Hey, now that we’ve gone over your pricing options, what do you think?” and then just wait. What the amateur sales rep is going to do in that moment is they’re going to think that the prospect not giving them an immediate answer means that they’re immediately losing the deal and they’re gonna desperately try to say something that’s gonna potentially sabotage the deal.<\/p>\n\n\n\n
This could look something like, “Hey, this is gonna be $1,500, but if that’s too much for you, then, you know, we can do ABC” and you can see where that sabotage comes in. And instead, this AE could have just said for this service, it’s going to be $1,500. And then they pause. And instead of having to rush into hedging for potential objections and things like that, they just wait for the prospect to actually return the favor in terms of the volume of what they are respectly thinking or feeling at that time.<\/p>\n\n\n\n
So definitely work in those pauses. It does take some time and experience. When coaching sales reps in the past, my top recommendation for them was to listen to their calls and try to identify two to three different places where they could have been using pauses more effectively.<\/p>\n\n\n\n
Mistake #5: Focus too much on following up<\/h2>\n\n\n\n
Another mistake that I see a lot of first year and second year AEs make is they focus too much on following up. If you ever have sent an email that just says, just following up, you need to stop sending that it does not add any value to your prospect’s life. It is frankly annoying, and it doesn’t move your deal any closer.<\/p>\n\n\n\n
Sure, maybe one in every 10 that you send actually will get a positive response, but there are so many other ways that you can add value to your prospect’s life. For example, you can share an impact study or a case study of somebody similar to them. Or you can sync up with your marketing team and share the latest blog article that your team’s put together that might be valuable to them because it reminds you of something that me was mentioned in the conversation you had.<\/p>\n\n\n\n
Bringing in these sorts of points of value, you’re demonstrating that you’re more than just a sales rep. You’re somebody that’s actually on their side working for their cause, working for their benefits. And you actually listen to them when you are on that sort of call with them, learning about what they needed to accomplish from you.<\/p>\n\n\n\n
Mistake #6: They don’t focus on discovery<\/h2>\n\n\n\n
The last mistake that I’d share with you that a lot of first year sales reps make is that they don’t really focus enough on discovery.<\/p>\n\n\n\n
In other words, they don’t really dig deeply enough about their respective needs that their prospect needs from them in order to actually see value from their product. The easiest way to dig into discovery is to continue asking why of your respective prospect. So in the case where they said that tracking is important, you might say something like, why is tracking important to you?<\/p>\n\n\n\n
And then from there, your prospect might say, well, tracking is important to me because my boss needs me to send this report to him every single Friday. And then from there, you’d say, that’s interesting. Why is it important for you to make sure that your boss gets that report? What is it about that report that’s interesting to him?<\/p>\n\n\n\n
And then from there they might say, well, my boss needs this because his boss needs that. And then from there, you’re starting to understand the decision tree and you’re actually understanding what you need to demonstrate to your prospect in order to close the deal.<\/p>\n\n\n\n
If you liked this article, be sure to\u00a0check out my YouTube channel<\/a>\u00a0to get new videos every single week. I\u2019ll help take you from zero to self-starter as you grow your business, get more customers, and hone your business acumen. Also, feel free to share this with anybody that you think might benefit from learning the mistakes sales rep often makes.<\/p>\n\n\n\n