Benjamin Brown is the author of “Master the Art of Closing the Sale,” principal of 360 Sales Consulting, and helps sales professionals close more deals. On this episode he covers the 10 worst things you can do when selling a product or service.

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Hello, and welcome to today's episode of sales coaching superstars.

Today's episode features Benjamin Brown.

He's the author of master the art of closing the sale and the principle

of 360 sales consulting on this episode, Benjamin covers the 10

worst things you can do when selling.

It's a short and quick episode, but one that I think will make a lasting impact.

So here's the 10 worst things you can do when selling a product

or service with Benjamin Brown.

. Ben: Hi, this has been

We're here to talk today about the 10 worst things, small businesses do

that, do not generate sales and which hinders them from generating more sales.

Let's jump right into it with step number one.

Number one is assuming.

Most businesses assume that they want their product.

There's number of assumptions that go on that people make.

About their prospects that are not true.

And it weighs a lot of times.

So assuming it is a big aspect of it, make sure you never

assume anything about your sales.

Number two is not prepared when you're communicating with clients.

Are you prepared mentally, physically, and also your presentation able to

communicate with them on a higher level so you can understand their

needs and generate more sales.

Let's go to step number three, not asking.

Are you on the phone email?

How are you communicating with your potential prospects?

Are you asking enough times for the sale?

Most people are.

That's another reason you lose money.

Step number four, no target market.

You're marketing to everyone.

You don't know how to communicate with everyone.

So it's difficult for you to find your base.

So all the communication you're doing is for everyone which

doesn't work overwhelmed, which flows into the next one.

Okay.

Are you having the data to realize you're communicating with the wrong people,

maybe the wrong prices, maybe what time of the day, you need to talk to

people maybe the time or how much money they should spend with your products.

Data is cure.

Number six, no qualification.

Do you probably know how to qualify your prospects?

But that means is if you don't, you're spending a lot of time with people.

You shouldn't maybe prospects that don't have a knowledge, a lot of money, but a

lot of problems and problems, meaning.

So qualification means time.

You know how to probably qualification for your potential client.

Let's go to step number seven, no presentation.

How long does your presentation be, is only allowed based upon

your client and what you know.

So do you have a proper presentation to understand the benefits of your products

so you can easily sell it, which goes into step number eight after you present

most businesses, I deal with have a problem of not asking in front of money.

They're afraid of a negative connotation with sales and

they have a fear of closing.

You need to get over that and ask for the money.

If you have a product that can help them.

Number nine biggest part as well.

Up-sale do you have another additional product for your client to buy?

If you don't, you should, because once you already have their payment, it's

easier to add on to another product and ask for it during that time.

So you're losing money because you're not offering your prospects.

Which goes into number 10 and the biggest one, I always tell people, no referrals.

People buy people, spend money with you.

If they trust you with their money, they trust you with their friends.

If you don't have a proper referral program, you're

losing money on that as well.

That's been Ben brown, 360 sales, 10 reasons why businesses make absolutely

problem for themselves when they try and create and make more money.