A Cold calling mistake that is very common is knowing too much about your products and not enough about your customers.
As salespeople we try to be the most knowledgeable about what we are trying to sell, which can be good, but then we often neglect learning about who we are selling to.
Ask yourself these types of questions before you start selling: Who are my best customers? Why did they buy from me? What is their annual income? What are their hobbies? Find out as much about your customers and what makes them tick before you ever try to sell something to them.
How could you ever be effective at selling a product to somebody without knowing anything about the person you're selling too? Doing this first important step will skyrocket your sales.
You will know what your customers are like and what they need and want.
Once you do that you will know exactly what types of questions to ask them so they can start to sell themselves.
Do you need ideas about how to extract more information from your customers to get to know them better? Well that's easy.
Just survey your current top customers and they will reveal to you exactly why they bought, how you should sell to future customers, and you may even get referrals for new business.
What could be better? Another benefit about knowing who you are selling to and what they want and need is that you can now be a "consultative" salesperson.
You are there to solve their problems and to help them instead of a pesky salesperson trying to peddle your goods and services.
You always want to sell from a place of a consultant and not a salesperson.
Because the best salespeople don't ever appear as salespeople.