Even the smallest slip-ups in sales can cost you big. But here’s the kicker: some of the most damaging mistakes aren’t the obvious ones like missing a follow-up. They’re the ones you didn’t even know you were making. We have compiled ten sales mistakes that might be derailing your deals—and what you can do about them.

1. Talking More Than You Listen

We’ve all been there—caught up in pitching the product’s benefits. But here’s the deal: 74% of buyers are more likely to make a purchase when they feel heard. If you’re dominating the conversation, you’re missing valuable cues. Instead, aim for a 70/30 split: listen 70% of the time and talk 30%.

2. Skipping Pre-Call Research

Walking into a call unprepared is like showing up to a test you didn’t study for. According to HubSpot, 50% of prospects prefer salespeople who tailor their approach based on prior research. A little digging can go a long way in showing your prospect you understand their world.

3. Focusing on Features Instead of Outcomes

Here’s the truth: your prospects don’t care about the bells and whistles—they care about how your solution makes their life easier. More than half of your buyers will base their decisions on your company’s ability to address their specific challenges. Frame your pitch around their desired outcomes, not just your product’s specs.

4. Neglecting the Power of Storytelling

Facts tell, but stories sell. Yet many sales reps stick to cold, hard data. The problem? Stories are 22 times more memorable than facts alone, according to Stanford research. KONA’s Tailored Storytelling for Sales Programs will show your Sales Team how a compelling narrative about how your solution transformed another customer’s business can seal the deal.

5. Overlooking the Decision-Maker

If you’re pitching to the wrong person, you’re wasting everyone’s time. Gartner reports that the average buying group involves 6-10 decision-makers. Ensure you know who holds the power and tailor your message to resonate with all stakeholders.

6. Pushing Too Hard, Too Soon

Aggressive sales tactics are a major turnoff. Studies show that 44% of buyers abandon deals due to overly pushy salespeople. Instead, focus on building trust and moving at the buyer’s pace. Remember, it’s about them—not your quota.

7. Not Leveraging Social Proof

If you’re not using customer testimonials or case studies, you’re leaving money on the table. Why? Because 92% of buyers trust recommendations from others, according to Nielsen. Social proof builds credibility and reassures your prospects they’re making a smart choice. See also KONA’s take on leveraging social media to boost your sales by clicking here.

8. Failing to Follow Up Consistently

A shocking 60% of customers say “no” four times before saying “yes”, but most salespeople give up after just one follow-up. Don’t let deals slip away due to lack of persistence. Make sure your team are using a CRM tool to stay on top of their follow-ups without becoming a nuisance.

9. Ignoring the Emotional Side of Buying

Buying decisions aren’t purely logical; they’re heavily influenced by emotion. Harvard research suggests that 95% of purchasing decisions are subconscious. Make your prospect feel confident, valued, and understood, and you’ll win them over on an emotional level.

10. Failing to Debrief Lost Deals

When you lose a deal, do you move on without analysing what went wrong? If so, you’re missing out on a goldmine of insights. Studies show that top-performing sales teams are 33% more likely to debrief after lost deals. This practice helps you avoid repeating mistakes and sharpens your future approach.

Sales is all about continuous improvement. By identifying and addressing these hidden mistakes, you’ll set yourself apart from the competition. Want to know what’s working and what isn’t in your sales strategy? Start keeping track, analyse patterns, and always be open to learning.

To learn more about mistakes we at KONA often see, click here. Have you caught yourself making any of these mistakes?

Contact KONA today to discuss our range of tailored Sales Training Programs and how they can benefit your Sales Team.

Call 1300 611 288 or email info@kona.com.au