5 Top Common Mistakes that Will Kill Your Online Sales

If this sounds too good to be true, you may be one of the many entrepreneurs who believe rejection is an inevitable part of the business — but it doesn't have to be. Most salespeople hear "no" more than "yes" because they make several critical but common errors. If you avoid them, you'll be the one making the decisions.

#1. Having a sales mindset

Although it may appear counterintuitive, do not approach your prospect as a salesperson. Approach them as a provider of solutions. You're not attempting to take something from them; rather, you're providing them with something: a valuable solution to their problem.

Your tone is especially important in the first few seconds of the conversation. If you're overly eager, excited, or enthusiastic, your prospect will know you're trying to sell them something. You want to come across as more of a doctor than a used-car salesperson. Doctors diagnose the problem, and you thank them for the medication.

#2. Being pushy

Many salespeople are desperate or needy, and as a result, they become pushy. Even if you do close the deal this way, the client will not be pleased with the transaction and will not recommend you to others.

Pull the prospect toward you rather than pushing your agenda. You want them to come up with the idea, not you. Assist them in coming to the conclusion that buying from you makes sense. Ask about their problem or desire, then assist them in visualizing how you can solve it and how their life will improve if they collaborate with you.

#3. Giving Away Power

Desperation causes many salespeople to relinquish control and agree to whatever the prospect wants. While this may help them close the deal, it leaves them with demanding clients who are never satisfied.

Begin the relationship on a positive note by positioning yourself as their equal and establishing clear boundaries and expectations. You don't need to give anything away or justify your value or prices when you communicate your value, the problem you're solving, and why you're uniquely qualified to address it.

#4. Discussing price too soon

Your prospect is concerned with two factors: value and price. You must communicate your value before explaining your rates by articulating how you solve their problem.

Cost is only an issue in the absence of value, so no price is too high if their desire or pain is strong enough and you have a compelling solution. However, if a prospect requests a discount or additional services, it means you're discussing the price too soon, which puts you in an unprofessional bargaining position.

#5. Allowing delays

If you're selling something worth hundreds of thousands of dollars, you may need to have several conversations. However, you should be able to close the online sales in most cases in a single conversation. Delays kill deals, so don't let up.

If a potential client says they need to think about it or consult with Boost Your Business Growth, it's usually because they're unsure or concerned about a particular aspect of the transaction. Ask them directly about their hesitation so you can get to the bottom of the problem and address it. For example, if they are concerned about the cost, offer to assist them with financing or a payment plan.

#6. Sharing proposals or case studies

If you've ever spent hours crafting the perfect proposal only to receive no response, you know how time-consuming proposals can be. Nonetheless, many salespeople expect them to do the heavy lifting. If you can't close someone when you're talking to them right now, what makes you think a proposal will? These documents are only useful as a contract to communicate expectations after the sale is completed.

Be cautious when discussing the success stories of your previous clients. Your prospect is unconcerned about others. They want to know what you can do to help them, so keep the conversation focused on them. When you're on the phone, you need to be especially attentive because it's easier to lose their attention — and if they lose interest, you've lost the online sales.

#7. Finalizing the deal the wrong way

Don't sit in silence after a prospect agrees to work with you. Obtain a "verbal handshake" to reaffirm online sales. Inquire whether they are certain they are ready to proceed. When they repeat it, you can proceed to the next step, which is to discuss the terms.

In a profitable sales strategy, every word counts. Because your prospect is concerned about making the wrong decision, avoid using the word "contract" when referring to a legal document. Call it an "agreement" or "paperwork" to make it sound less intimidating. When you complete the transaction, congratulate your new client on taking action to better their lives or businesses. Saying "congratulations" instead of "thank you" keeps the focus on them and maintains your equality.