Don't Make These Basic Sales Mistakes ⇒

First, go read this article from Forbes

I have encountered all of those scenarios, but every time it was due to a mistake I made earlier in the sales process. Thought I'd review what can be done to avoid these.

1. & 2) both happen if you make your offer before you've agreed:

1. they would like to buy
2. they are ready to buy, i.e. the actual buyer has committed to buying now
3. your solution is the right solution

4. is only scary if you don't know about your competitors. And what salesperson doesn't fully understand their competitors and how to position against them?

5. & 6) are the same and occur when you are selling price and not value. In these situations, review with them:

• the value your solution brings
• their agreement of your value and their commitment to pay for that value
• their buying process and confirmation on the stage you are at

Basically, you need to get documented confirmation of each step, so you can refer to it later to remind them.