The greatest sales mistake I consistently see, from sales reps across numerous markets and levels of experience, is failure to be overt. Overt in the way a product or service is presented and overt in the way you seek the information needed to determine the prospect’s motivation and intentions.
If you mean something, just say it. If you want to know something, just ask it. Don’t leave anything implied. Don’t guess. In plain language, just ask, speak, tell, and explore.
Don’t make the mistake of not asking directly the things you need to know to win your prospect’s business. And never imply a benefit or value of your service. Just be plain spoken and direct. It will boost your sales and business success.
Have you ever passed on an offer because you couldn’t understand what a sales rep was saying? Because you couldn’t understand the vale and benefits of purchasing?