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Sales can be an intense job that involves significant training and natural talent in order to excel. Most people start their career in sales with not much knowledge of what they should or shouldn’t be doing. If you have a degree in business, you may have touched upon sales to a certain degree, but most people working in sales must simply learn on the job and take cues from their training and those around them. Here are some common mistakes that might occur when working in sales; you can learn how to avoid them.

Not planning your words

No matter what you’re selling or who you’re talking to, it’s important to have a decently planned idea of what you’re going to say. You should plan out each sales pitch beforehand and also anticipate conversations that may organically occur. Have some go-to points you can use so you’re never caught unprepared and fumbling when making a pitch. However, it’s also important that you vary what you’re saying and do not become too dry. The last thing you want is to sound like you’re rattling off a memorized speech you’re not invested in.

Not following up for answers

After speaking with someone for a sale, it’s vitally important you follow-up with them afterwards. Whether it’s later in the conversation, that day, or a week later, it becomes much harder to make a sale if you never look for answers and simply trust your initial conversation to do all of the work for you. Get potential clients to give you concrete answers.

Not talking about money

For many people, discussing money is a bit of an awkward topic and feels uncomfortable. When you work in sales, you have to speak with other people about money. Ask clear questions about their budget, so you know what they can afford. Be sure to discuss prices and potential payment plans. The more comfortable you become when talking about money, the easier sales is for you.

Shirking on the product

Never assume the consumer has an accurate idea of what your service or product is and the value it could provide them. Take plenty of time to describe what you’re offering and its various benefits. Take plenty of time to answer questions your listener may have and expound on the positives of the product. It’s a good idea to first attempt to sell your product and show how great it is before asking someone to pay for it.

Overselling the client

One of the reasons it’s so important to ask questions is so you don’t oversell on someone’s budget. Have a realistic view of the cost of your product or service and get a clear picture of your client’s budget. You don’t want to sell them something they can’t afford, even if it would benefit you. You want clients who trust you and your business and are willing to come back again and again. Be upfront with costs associated with your service and sell the client what you think can genuinely help them.