Avoid These Common Sales Mistakes by InsideView

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More than half of salespeople fail to verify if potential prospects have a need for their products or services before making a sales pitch, according to MarketingSherpa's 2011 B2B Marketing Advanced Practices Handbook. Doing pre-call research on your prospects will save you time in the long run because you won't be wasting time selling to businesses who don't have a need for what your company provides.
Not Listening to Your Prospects

In a survey of customers conducted by RAIN Group, the biggest mistake salespeople made was failing to listen to their customers (RAIN Group 2010: Sales Mistakes That Turn Buyers Away). Salespeople commonly get so caught up talking about their products or services that they forget to provide an opportunity for their prospects to talk. Ask your prospects questions and pause occasionally when you are speaking to invite your prospects to communicate their needs.
Not Understanding Your Prospect's Needs

If you do not understand what your prospect needs or how your services or products can provide a valuable service to them, then you cannot effectively make a sales pitch. Research your prospects' business before your meeting and ask your prospect questions during the meeting to get a better understanding of their needs.
Lack of Knowledge About Your Company's Products or Services

You should know your company's products and services inside and out. If you do not, how can you effectively pitch a sale? If you cannot answer your prospects questions or convince them that your products or services are what they need, you do not have much of a chance of closing a deal.

Lack of Enthusiasm

If we told you in a lackluster tone of voice that we had a piece of software that your business could use, you might not be too excited. But, if we sounded excited and pointed out that our software has helped other businesses increase their sales by 75 percent, you might stop and listen. Your prospects are no different. They are unlikely to respond if you lack interest in your own products or services. However, if you are enthusiastic, your prospects will feel like you truly believe in what your company has to offer and will want to hear what you have to say.
Poor Follow-Up

Following up after a sales pitch is an important part of outbound prospecting. Simply making the connection is not enough. Chances are that your company is one of many who are trying to catch your prospect's attention. If you fail to follow-up on your communication, you may get lost in the pool of sellers.
Bad Website

Many of your prospects will look at your website before agreeing to meet or speak with you. If your company's website does not look professional or lacks useful information, your prospects may shut the door on your sales efforts. Make your company website professional, interesting and informative to entice your prospects let you in.
Directing Online Traffic to Your Company's Homepage

According to David Meerman Scott, Marketing and Leadership Strategist, a common mistake many salespeople make is spending time generating traffic to the homepage of their company website. He instead recommends that salespeople generate traffic to landing pages. How come? Your homepage is too general to effectively attract buyers. A more effective route is to lead your prospects to specific landing pages that contain information pertaining to their needs.