Identify and Correct the Habits Draining Your Sales Potential
Do you ever have the feeling you’re doing “everything right” in sales, but the final results consistently fall short? Do you find yourself rushing around, working tirelessly, only for the numbers not to add up at the month’s end?
Don’t worry, you’re not alone. Often, it’s not one giant failure, but rather a series of “silent errors” – those small, almost imperceptible bad habits – that are draining your sales, month after month.
The good news? They can be fixed. Adjusting them is like unlocking a new level in the game. Shall we look at the 5 most common ones?
1. The Treasure Map: Lack of Planning
The Trap: Waking up and thinking “what shall I do today to make a sale?” is like setting off on a journey with no destination and no sat-nav. You’re relying on chance – and luck.
The Practical Strategy:
Stop being a firefighter, putting out blazes at the end of the month. Become the architect of your own revenue.
- Clear Goal: Define, in numbers, exactly how much you need to sell this month.
- Weekly Planning: Every Monday, set aside 30 minutes to plan. Who will you prospect? Who needs a follow-up? Which campaigns are running?
- Anticipate Key Dates: Mother’s Day, Black Friday, the company anniversary. All of these should be on your radar at least a month in advance.
💡 My Creative Suggestion:
Why not create a “Sales Calendar” in Google Sheets or Notion? A visual timeline with your targets, key dates, and the actions planned for each week. It’s a game-changer!
2. The Internal Enemy: Negative Self-Image
The Trap: That little voice that whispers “you’re not a natural salesperson,” “you’re bothering the client,” or “selling is manipulative.” This is a limiting belief disguised as humility.
The Practical Strategy:
You don’t attract what you disdain. If you think selling is “annoying” or “for the unscrupulous,” your subconscious will sabotage every opportunity.
- Curate Your Inputs: What you consume shapes who you are. Stop following negative gurus on social media. Start reading books and following profiles that celebrate ethical, value-based selling.
- Change Your Language: Swap “I wasn’t born for this” for “I am developing my sales skills.” Simple, but powerful.
😂 A Touch of Humour:
This calls for the famous “Gabriela Instinct” law: “I was born this way, I’ll always be this way”? No! Even the Gabriela from the classic MPB song deserves a chance to evolve. So can your mindset.
3. Resource Drain: Chasing the Wrong Client
The Trap: Spending hours, days, and energy on a prospect who clearly isn’t the right fit, doesn’t have the budget, or isn’t interested in your product. Meanwhile, the ideal client passes you by.
The Practical Strategy:
Time in sales is money. Literally.
- Qualify Before You Pitch: Ask questions to discover if the prospect has the need, the budget, and the authority to buy. Don’t try to convince someone who cannot be convinced.
- “Fire” Toxic Clients: Yes, you have that power. Free up space in your diary for the clients who truly value what you do.
4. The “It’s Too Expensive” Syndrome: Projecting Your Wallet onto the Client’s
The Trap: Hesitating to offer your premium product or service because, to you, the price seems high. This is projecting your own financial reality onto your client – a classic own goal.
The Practical Strategy:
Your job is to present options. The client’s job is to choose.
- Always Lead with the Best: Start your presentation with the top-tier option. Explain the value, the benefits, the return. Then, show the more accessible options.
- Shift Your Mindset: People buy value, not price. Someone walking into an Apple store knows they’ll pay a premium. Your product/service has its value too. Believe in it.
5. The Perfect Crime: Orphaning Your Client
The Trap: Thinking the relationship ends when the payment hits your account. This is the error that leaves the most money on the table. A won client is the most valuable asset you have.
The Practical Strategy:
The after-sale is the pre-sale for the next sale.
- Create a “Delight” Funnel: After the sale, have a process to check everything is okay, ask for a testimonial, offer complementary content.
- Maintain Contact: Add these clients to a dedicated email list or a special WhatsApp group. Send them news, tips, and exclusive offers. A loyal client sells for you.
Between the Lines
These “silent errors” are like leaks in a boat. You won’t sink all at once, but gradually, the water seeps in, and you’re left treading water, wondering why.
The journey to consistent sales is made of technique, self-awareness, and process. Revisit these 5 points, be honest with yourself, and identify which one is your Achilles’ heel.
Inflated Greetings!
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