Salespeople often pride themselves on being “naturals.” Maybe you’ve been in the industry for years, you know your product inside-out, and you can talk to just about anyone. But here’s the uncomfortable truth, even seasoned sales professionals fall into habits that kill deals before they’ve even begun.
At Healthy Business Builder, we see this all the time when working with clients. A salesperson who appears confident and experienced is often making the same small but costly mistakes that keep them from reaching their true potential. The good news? Once you recognise these pitfalls, you can fix them—and sell smarter.
Here are 7 of the most common mistakes salespeople make (and what you can do instead).
1. Talking More Than Listening
Sales isn’t about who has the smoothest pitch—it’s about understanding the customer. Too many salespeople dominate conversations, eager to showcase features and benefits, but fail to uncover the real problem their client is trying to solve.
Healthy Business Builder teaches one golden rule: let your prospect talk more than you do. Ask open-ended questions, listen deeply, and only then tailor your solution.
2. Selling Features, Not VALUE
“I can list every detail of my product”—that’s great, but does the customer care? Not really. Customers care about how their life or business will improve.
Instead of rattling off features, focus on the outcomes and value your product or service will bring to the customer. How does what you’re offering save time, reduce costs, increase profits, or solve pain points? At Healthy Business Builder, we emphasise training sales teams to shift from product-focused selling to customer-focused storytelling.
3. Avoiding Difficult Questions
Many salespeople avoid asking about budget, decision-making authority, or competition because they’re afraid of hearing something they don’t like. But avoiding those questions only wastes time and energy.
A professional salesperson knows the value of qualifying a lead early. At Healthy Business Builder, we train teams to be confident and respectful in asking the tough questions—because it saves you from chasing dead-end opportunities.
4. Overpromising to Close the Deal
In the heat of the moment, it’s tempting to say “yes” to every customer request just to land the sale. But overpromising leads to under-delivering, which damages both your credibility and your company’s reputation.
Strong salespeople are honest about what they can and can’t provide. Healthy Business Builder teaches that integrity is not a barrier to sales—it’s the foundation of long-term success.
5. Neglecting Follow-Up
You had a great meeting. The client seemed interested. And then… silence. Many salespeople drop the ball here by failing to follow up consistently.
The truth is, most customers won’t buy on the first contact. It takes persistence. But persistence doesn’t mean pestering—it means adding value with each interaction. At Healthy Business Builder, we help sales teams design structured follow-up strategies that build trust without being pushy.
6. Relying on Discounts to Win Deals
When salespeople panic, they slash prices. The problem? Competing on price is a race to the bottom. It cheapens your offering and makes you interchangeable with competitors.
Instead of discounting, focus on selling value. Why is your solution worth the investment? What unique outcomes do you provide? At Healthy Business Builder, we show salespeople how to strengthen their value proposition so they can confidently hold their ground on price.
7. Not Investing in Ongoing Training
Here’s the biggest mistake of all: thinking you’ve “arrived” as a salesperson. The Sales industry is constantly evolving. Buyer behaviours change, markets shift, and new tools emerge. Yet many salespeople resist training, thinking it’s only for beginners.
The best performers—the ones who consistently hit targets—are always learning. They seek coaching, refine their skills, and embrace new strategies. That’s where Healthy Business Builder comes in: providing tailored sales training that helps individuals and teams stay sharp, competitive, and confident.
You might be good at sales, but even the best slip into bad habits. Whether it’s talking too much, selling features instead of value, or neglecting follow-ups, these mistakes can silently sabotage your success. The key is self-awareness—and the willingness to improve.
At Healthy Business Builder, we work with salespeople and sales teams to spot these blind spots, sharpen their skills, and close more deals with confidence and integrity. If you’re ready to take your sales game to the next level, don’t wait until another opportunity slips through your fingers.
Contact Healthy Business Builder today for tailored Sales Training designed to help you avoid these mistakes and unlock your full potential.
Call 1300 833 574 or Email info@hbbausgroup.com.au
Author – Garret Norris – https://www.linkedin.com/in/garretnorris/
