1. Asking Basic Discovery Questions
One of the most common mistakes that undermine a salesperson’s credibility is showing up to a discovery meeting with basic, generic questions. Sales experts point out that questions like “Tell me about your role,” “What do you do daily?” or “What’s your budget?” indicate that you haven't done the necessary research and aren’t well-prepared to understand the client's business. These checklist-style questions suggest you are simply following a script without a deep understanding of the buyer's needs. This can quickly erode your credibility, and in most cases, you won’t hear from the client again.

2. Asking Buyers to Diagnose Their Own Problems
Another frequent error is when salespeople ask clients to identify and define their own business problems. Professionals in the field emphasize that, as a salesperson, you should already know the three or four specific business challenges that you can solve for your client. As buyers become more knowledgeable and spend time researching available solutions, they expect sellers to be prepared with insights specific to their business environment. Sellers must be able to navigate between offering help and diagnosing problems, ensuring the buyer understands what’s happening, the risks of maintaining the status quo, and the costs of change. If you come to the table without clear insights and just a list of questions, you will lose any chance of establishing a trusting relationship.

3. Overusing Filler Words
Another commonly mentioned issue by specialists is the overuse of filler words like "uh," "um," or "you know." While these words may be common in casual conversations, using them repeatedly in a sales discussion can give the impression that you’re unsure of yourself or unprepared. Clients may begin to doubt your competence and confidence, which can result in lost sales opportunities. It's essential to practice speaking clearly and confidently to avoid this problem and convey more trust and professionalism.

4. Making Up Answers to Questions You Don’t Know
One of the worst things you can do as a salesperson is to invent an answer when you don’t know the correct response to a question. Experts recommend admitting honestly that you need to check the information with an expert to provide an accurate answer. This approach not only builds trust with the client but also protects you from the risk of giving incorrect information that could damage both your credibility and the company’s reputation. It’s crucial to follow up quickly with the right information. In some cases, you can even make a phone call in front of the client to show you are actively seeking the right answer.

5. Relying on “Quick-Sell” Tactics
A common error is trying to close a sale too quickly. Sales professionals compare the sales process to growing a plant, where patience and consistent care are essential. You need time to build a solid relationship, establish trust, and provide value to the client. Relying solely on a fast, aggressive approach can alienate clients who require more time to make an informed decision. It’s important to invest the necessary time to nurture and develop relationships with clients to achieve long-term success.

Avoiding these common mistakes is critical to maintaining your credibility and building successful relationships with clients. Approaches based on research, clear communication, and patience will help you stand out from the competition and achieve better results in your sales efforts.

For more sales tips and insights, check out the Formtex blog.