Sales is a skill gained through experience, practice, reflection, and consistency. While enthusiasm is a powerful asset, it can also lead new sales reps to fall into common traps, especially ones that often cost them their first deals. The good news? These mistakes are something we often see with new reps, and in our students when they are starting out on their mock calls. 

Let’s break down 5 of the most common sales mistakes and how to fix them:

1. Talking Too Much

The Mistake:
New reps often think selling means doing all the talking- pitching non-stop, listing features, and trying to “convince” the customer. But that approach often backfires. If you're talking more than you're listening, you're missing valuable insight into the buyer's needs.

The Fix:
Great sales conversations are built on listening. Use the 70/30 rule: aim to let the customer speak 70% of the time, while you guide the conversation the remaining 30%.

• Ask open-ended questions that spark deeper conversation (e.g., “Can you tell me more about what exactly has been stopping you to achieve your goals?”)
  
• Pause and give space, don't rush to fill silences.
  
• Take notes and paraphrase what you hear to show you're paying attention. Using pain points is especially important.
  

Instead of bouncing from question to question, go deep on one. For example, if they mention a problem, ask: “What impact has that had on your business?” The goal is to uncover their pain points organically, not to sell, but to solve their problem with your product.

2. Failing to Qualify Leads

The Mistake:
Not every lead is a good fit. Chasing unqualified prospects drains your time and energy, and often leads nowhere. Many new reps fall into the trap of treating every lead like a hot one.

The Fix:
If your company doesn't pre-qualify leads for you, it's up to you to do the filtering. Use a proven framework like BANT:

• Budget – Can they afford your solution?
  
• Authority – Are you speaking to the decision-maker?
  
• Need – Do they actually need what you offer?
  
• Timeline – When are they planning to make a decision?
  

One easy way to pre-qualify? Use a Typeform or short intake form before booking calls. This lets you screen prospects in advance and focus your energy where it matters most. Better qualification = better closing rates.

3. Overpromising

The Mistake:
In an effort to impress, new reps may promise features, results, or timelines that their product or service can't realistically deliver. This might win you the sale, but it can cost you trust and your reputation (and let’s not forget legal issues). 

The Fix:
Be transparent about what your solution can, and can’t do.

• Focus on setting accurate expectations.
  
• Don’t commit to anything you aren’t 100% sure about.
  
• If you're uncertain, it's okay to say, “Let me double-check that for you.” Just don’t say “I don’t know”.
  

Remember, it's far better to under promise than the reverse. Leads value honesty and reliability over flashy claims.

4. Avoiding the Close

The Mistake:
Some reps hesitate to ask for the sale, fearing they’ll come off as pushy, or worse, get rejected. As a result, they stall, hoping the prospect will make the decision on their own. Spoiler alert: most won’t.

The Fix:
Closing doesn’t have to be scary, it’s simply the natural next step in a well-run conversation.

• Use trial closes throughout the call: “How does that sound so far?” or “Would this solve the challenge you mentioned earlier?”
  
• When the time feels right, ask directly: “Is this something you’re ready to move forward with?”
  

Confidence comes from practice. The more comfortable you get with closing language, the more natural it will feel, and the better your results. Practice makes perfect.

5. Not Following Up

The Mistake:
Too many reps give up after one email or a single voicemail. But in reality, most sales require 5–8 touches (sometimes more) before a decision is made. Failing to follow up means leaving deals on the table.

The Fix:
Create a structured follow-up plan for every lead. Use a CRM or task manager to schedule your next step immediately after every interaction whether it’s a call, email, or LinkedIn message.

Tips:

• Vary your channels (email, phone, LinkedIn, etc.).
  
• Add value in each touch (e.g., send client reviews or case studies).
  
• Stay persistent, but respectful- follow up with purpose, not pressure.
  

Consistency wins deals that others give up on.

Final Thoughts

Mistakes are part of the journey in sales, but they don’t have to define your success. Awareness is the first step. By recognizing these five pitfalls early and actively working to avoid them, new reps can fast-track their growth, build stronger relationships, and close more deals with confidence.

Want to improve faster? Start by mastering the basics. Show up prepared, listen more than you speak, qualify every lead, and don’t be afraid to close.

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