6 Small Business Sales Mistakes

The sales function is the cutting edge of any small business. Good sales are also essential to the sustainability of a business. Naturally, as a small business owner you should avoid making common sales mistakes while trying to acquire new clients. Whether you deal in health and fitness products or office stationary supplies, the following are some small business sales mistakes for you to consider.

1. Not asking questions – Unless you know what your prospect's needs are you would never know how your product meets those needs. You need to ask your prospect questions that are relevant and clearly uncover a their needs.

2. Talking more but listening less – The sales meeting should be used as an opportunity to encourage the prospects to speak up, and to listen carefully. If the you speak more and not pay enough attention to what the client has to say, you might appear as someone not really interested in addressing their needs. And that's enough for them to lose interest in you and your offerings.

3. Not researching your prospects before a meeting – Learning as many details of your prospect's business before you meet them will save both yours and your prospect's time during the meeting. It will also enable you to uncover a prospects needs faster, and make your pitch more focused, increasing you chances of success.

4. Neglecting sales follow-up – Always follow-up on clients who have made inquiries about your business, even if the initial transaction didn't result in a sale. Some of these prospects might become interested later on, and you might strike a deal.

5. Not establishing a relationship first – A sales meeting cannot culminate with you getting an order, unless you've established rapport and trust with your prospects. It's important to first talk to the clients and exchange useful information, whereby you are able to learn of their needs and educate them. Don't be in haste to complete a sale before you've struck a chord with them.

6. Not preparing well for a sales meeting – If you are going to make a presentation at a board room, make sure you arm yourself with the product knowledge you need, anticipate questions, and take necessary items such as promotional material, etc with you. The same principle applies when you would be meeting the client over the telephone, a web chat, or in a retail setting. Have the necessary information in the vicinity.