Sales Coaching Tip – Sales Mistake 4

Sales Coaching Tip – Sales Mistake 4

Picture this: after much debate you and your partner decide to shift around some of your investments. This means meeting with a financial representative to explore if there will be any fees related to any of your plans.

Samantha, the financial representative, walks you through your options. She shares that if you keep the money within her institution, there will be no fees to sell our shares and buy another financial vehicle. You’re pleasantly surprised yet you still ask her to double check.

Samantha has clients waiting but she takes the time to slip out to double check with the person she reports to. She returns saying, “Yes, there will be no fees.”

Fast forward. Once your shares are sold, you discover that there are indeed additional fees.

This is a prime example of sales mistake number 4, telling mistruths. And like it is for many salespeople, Samantha was truly trying to help. Yet, how would you feel? Would you trust Samantha to do future financial arrangements for you? Would you continue to trust this financial institution?

If you are like most and this happened to you, you probably would have the perspective that you were given inaccurate information when you were making a buying decision.

Your team’s clients at times may feel that your team members are not being as accurate as they could be.

How do you know?

Typically when salespeople are sharing inaccurate information, client complaints are high, conversion of prospects to clients is low and negative comments in social media is common place. Overall, when team members share inaccurate information, prospect and client trust breaks down.

There are different types of team member behaviors that lead to breaking down trust with prospects and clients. These include:

  • Rushing the sale
  • Feeling an urgent need to make more sales
  • Being overly stressed
  • Not knowing products as well as they could

These behaviors often cause team members to take short cuts and as a result, they share inaccurate information.

When you discover your team members engaging in any of these behaviors, take time during your sales coaching sessions to provide them with the tools to reduce their behaviors that can lead to them sharing mistruths.

To help prevent your team members from committing this sales mistake, use the Chapter 5 exercise from my new book, Sell More with Sales Coaching. You can get a free copy of the exercise by going to the “Resources” section of our site.

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