by Leanne Hoagland-Smith (http://www.processspecialist.com/)
Crazy busy sales people in many instances live in the world as described by Charles Dickens' novel, A Tale of Two Cities as it was the best of times, it was the worse of times. Whether the economy is good or bad, their lives are still hectic because of the continued efforts to increase sales, build customer loyalty and reduce operating costs.
Crazy busy sales people in many instances live in the world as described by Charles Dickens' novel, A Tale of Two Cities as it was the best of times, it was the worse of times. Whether the economy is good or bad, their lives are still hectic because of the continued efforts to increase sales, build customer loyalty and reduce operating costs.
During the last several years, I have come to realize sales people are crazy busy for these top 12 reasons.
#1-Confusion between marketing and selling
Both marketing and selling are necessary components of the over all sales process. However, until the marketing phase is successfully completed, transitioning into the selling phase may happen, but may not close the sale. Sales Training Coaching Tip: Consider replacing the word close with earn. Monitor your results. Are your external behaviors and internal thoughts different?
Both marketing and selling are necessary components of the over all sales process. However, until the marketing phase is successfully completed, transitioning into the selling phase may happen, but may not close the sale. Sales Training Coaching Tip: Consider replacing the word close with earn. Monitor your results. Are your external behaviors and internal thoughts different?
#2-Business ethics
People buy from people they know and trust. To establish trust does take time. However it is time well invested. Having a written positive core values statement is a must especially given the first statement and the inherent distrust by many in being sold a false bill of goods.
People buy from people they know and trust. To establish trust does take time. However it is time well invested. Having a written positive core values statement is a must especially given the first statement and the inherent distrust by many in being sold a false bill of goods.
#3-Follow-up failure
Research continues to suggest that follow-up is a significant Achilles' Heel for crazy busy sales people. Anywhere from 25% to 50% of all new business sales leads are left withering on the potential revenue vine just waiting for a more diligent salesperson. Sales Training Coaching Tip: Lack of follow-up usually speaks to some weak business ethics or values such as commitment or integrity.
Research continues to suggest that follow-up is a significant Achilles' Heel for crazy busy sales people. Anywhere from 25% to 50% of all new business sales leads are left withering on the potential revenue vine just waiting for a more diligent salesperson. Sales Training Coaching Tip: Lack of follow-up usually speaks to some weak business ethics or values such as commitment or integrity.
#4-Focus on weaknesses
Since most individuals are negatively conditioned and have learned to focus on their weaknesses or worse yet turn non-talents into weaknesses, this behavior keeps them from achieving their personal and professional goals. Additionally, most people who sell for a living truly do not know what they do well (their talents).
Since most individuals are negatively conditioned and have learned to focus on their weaknesses or worse yet turn non-talents into weaknesses, this behavior keeps them from achieving their personal and professional goals. Additionally, most people who sell for a living truly do not know what they do well (their talents).
#5-Spraying and praying
If your role is in the selling arena, do you have an action plan to get you from where you are now to where you want to be? Most individuals do not have such a plan and hence their behaviors are very much what I call spraying and praying. What this means is they spray their actions all over the place and hope something will stick.
If your role is in the selling arena, do you have an action plan to get you from where you are now to where you want to be? Most individuals do not have such a plan and hence their behaviors are very much what I call spraying and praying. What this means is they spray their actions all over the place and hope something will stick.
#6-Captain Wing It
Without knowing their talents and not having a plan, this only helps to increase being so crazy busy. These individuals are very much rudderless and end up sailing the entire sea because they fail to plan their work, work their plan while leveraging their talents.
Without knowing their talents and not having a plan, this only helps to increase being so crazy busy. These individuals are very much rudderless and end up sailing the entire sea because they fail to plan their work, work their plan while leveraging their talents.
#7-I can do it all attitude! Watch me go!
In many instances, individuals can do certain tasks better than anyone else. Yet, sometimes it makes sense to delegate and let others complete those tasks that are not directly responsible in achieving the goal to increase sales. Today with technology, hiring a virtual assistant to virtual IT support can ease that. I can do it all attitude" or "watch me go." Sales Training Coaching Tip: Delegation is a strength and not necessarily a weakness.
In many instances, individuals can do certain tasks better than anyone else. Yet, sometimes it makes sense to delegate and let others complete those tasks that are not directly responsible in achieving the goal to increase sales. Today with technology, hiring a virtual assistant to virtual IT support can ease that. I can do it all attitude" or "watch me go." Sales Training Coaching Tip: Delegation is a strength and not necessarily a weakness.
#8-Missing this essential process
By employing a process, the result is usually consistent, helps to improve quality and eventually will increase productivity. In selling, having a proven sales process is also critical. This process allows the professional to know where he or she is during the entire time from the first handshake to coming back and asking for referrals.
By employing a process, the result is usually consistent, helps to improve quality and eventually will increase productivity. In selling, having a proven sales process is also critical. This process allows the professional to know where he or she is during the entire time from the first handshake to coming back and asking for referrals.
#9-Pitching or Pushing versus Probing or Pulling
Hear the phrase "sales pitch" and many will just clam up or revisit all their past experiences about pushy salespersons. When selling professionals engage in pitching, they are truly pushing their prospects (potential customers) away from them. However by using probing questions, they can be literally pulled by their prospects, closer and closer.
Hear the phrase "sales pitch" and many will just clam up or revisit all their past experiences about pushy salespersons. When selling professionals engage in pitching, they are truly pushing their prospects (potential customers) away from them. However by using probing questions, they can be literally pulled by their prospects, closer and closer.
#10-Loss of focus
Having focus is usually a good thing. It helps you to avoid accidents while driving (keep your eyes on the road) to staying safe when leaving the local shopping mall after sundown. When you are selling, focus is also critical. Many times top sales performers earn the sale because they actively listened to what their prospects were saying. This focus allowed them to hear what others probably missed.
Having focus is usually a good thing. It helps you to avoid accidents while driving (keep your eyes on the road) to staying safe when leaving the local shopping mall after sundown. When you are selling, focus is also critical. Many times top sales performers earn the sale because they actively listened to what their prospects were saying. This focus allowed them to hear what others probably missed.
#11-Fear of being unsocial
Social media has changed the market place. Now crazy busy sales people must go beyond the face to face business networking events and extend their handshakes into cyberspace through social media sites such as LinkedIn, Facebook and Twitter just to mention a few. Since social means to be friendly, in many cases, connections are made just to be friendly and not wanting to be viewed as snobby or business only. All of this can be a distraction which causing them to move away from Captain Focus to becoming Captain Wing It. Sales Training Coaching Tip: Use your target market research as a qualifier when considering this invitation to following that next person along with your positive core values statement (business ethics).
Social media has changed the market place. Now crazy busy sales people must go beyond the face to face business networking events and extend their handshakes into cyberspace through social media sites such as LinkedIn, Facebook and Twitter just to mention a few. Since social means to be friendly, in many cases, connections are made just to be friendly and not wanting to be viewed as snobby or business only. All of this can be a distraction which causing them to move away from Captain Focus to becoming Captain Wing It. Sales Training Coaching Tip: Use your target market research as a qualifier when considering this invitation to following that next person along with your positive core values statement (business ethics).
#12-Make it complex instead of simple
The sales process is quite simple, but not necessarily easy. However just by asking these three probing questions can reduce the selling cycle time, enhance your influence and better qualify the person sitting across from you.
The sales process is quite simple, but not necessarily easy. However just by asking these three probing questions can reduce the selling cycle time, enhance your influence and better qualify the person sitting across from you.
- What are you wanting to achieve?
- Why is that important to you?
- What is getting in your way?
Yes, today's sales people are crazy busy. However, by eliminating some of these top 12 reasons may reduce unnecessary stress, wasted time while achieving your goal to increase sales.
Free sales skills assessment. Executive consultant and sales coach, Leanne Hoagland-Smith, partners with forward thinking leaders who want a NEW status quo. Call 219.759.5601 CDT USA to have a quick chat about the desired results you are seeking. Discover sales success with this sales book, Be the Red Jacket in the Sea of Gray Suits, the Keys to Unlocking Sales Success. Article Source: http://EzineArticles.com/?expert=Leanne_Hoagland-Smith *** Twitter: @coachlee Facebook: http://www.facebook.com/CoachLeanne Youtube: http://www.youtube.com/watch?v=_QWFnPBztqs Amazon: be The Red Jacket in a sea of gray suits    Speaker: http://www.processspecialist.com/speaking.htm Klout: 19 |
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