| |
| |
|
Sales Training Information |
|
|
|
Failed Salespeople Share Similar Traits
We are each responsible for our own success - or failure. Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach. Prevention of failure is an important part of that process. If you find yourself saying "I'm not cut out for sales," "I'm not pushy enough," "I hate cold calling," "I can't take the rejection," or "My manager is a jerk"-you are heading down the wrong path. Here are some recurring characteristics and traits of salespeople who thought they could hit a home run in a sales career, but who struck out in their attempts. Many of those people had a bat on their shoulders, but failed to swing at the ball as it passed them by. Hopefully none of these apply to you. They don't believe in themselves. If they don't think they can do it, who will? They don't believe in their product. Lack of conviction is evident to a buyer and manifests itself in low sales numbers. They fail to set and achieve goals or fail to plan. Always define specific goals for the long term-what They want-and the short term - how they're going to get what they want. They're lazy or just not prepared to make the sale. Their self-motivation and preparation are the lifeblood of their outreach. They must be eager and ready to sell or they won't. They can't handle rejection. Prospects are not rejecting them. They're just rejecting the offer they are making, or, they are rejecting because we don't suit their needs. They fail to master total knowledge of their product. Total product knowledge gives them the mental freedom to concentrate on selling. They fail to learn and execute the fundamentals of sales. Read, listen to tapes, attend seminars and sales meetings, and practice what they've just learned. Everything they need to know about sales has already been written or spoken-learn something new every day. They fail to understand the client and meet his needs. Learn to question and listen to the prospect. They can't overcome objections. This is a complex issue. They are not listening to the prospect. They are not thinking in terms of solution. They are not able to create an atmosphere of confidence and trust suitable enough to cause (effect) a sale. People are not afraid of failure, they just don't know how to get success. They can't cope with change. Part of sales is change: change in products, tactics and markets. Roll with it to succeed. Fight it and fail. They can't follow rules. Salespeople often think that rules are made for others. If they think rules are not for them - they should think again. They cannot "break" the basics. They can only break themselves against them. Success in professional selling comes to those who think in the long term. Those who start in sales for a reason and who have chosen to succeed. After that success decision is made you need only to trust the process and keep learning. Neil Greenberg is a sales manager with a DC based e-commerce company. He also keeps his blog, Sales Sherpa (http://salessherpa.blogspot.com/) fresh with articles on sales, goal setting, motivation, and more.
MORE RESOURCES:
Sales-Training - Google News |
|
|
|
RELATED ARTICLES
Seven Critical Qualifying Questions Training your salespeople to not waste time working unqualified accounts, or building relationships with the wrong people in qualified companies is imperative to the long the term success of our sales team and your company.By understanding your salespeople's natural fear of qualifying, you can better coach them to ask the seven critical qualifying questions early in the sales cycle. Want to Make More Money? Fish in a Bigger Pond! Setting prices is a dilemma most service business owners encounter at one time or another. This week, it was Susan's turn. The Art And Science of Closing - How To Close More Sales Right Now One of the questions I often get asked as a sales coach by sales people and business owners alike is, "How do I close sales better? What closing techniques would you recommend?"In my experience, closing is one of the three most feared areas of the sales process. The other two are fear of canvassing and fear of objections. The Five Most Common Mistakes Salespeople Make Over the decades that I've been involved in sales, I've worked with tens of thousands of salespeople. Certain negative tendencies -- mistakes that salespeople make -- keep surfacing. Do You Fold Like A Taco? Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer. In Sales You Get What You Expect If your mind is set, you will be unable to change your mindset. For example Christopher Columbus. Successful Selling in 21 Steps 1. Dependability was chosen as the most important. It Is Not The Price That Is Keeping You From Making The Sale Most salespeople are under the false belief that the lower the price, the better chance they have at making the sale. Nothing is further from the truth. Sales Lessons from Bob Vila There's more to what he does than meets the eyeWith so many different programs, and reruns and re-packaging of older programs, we can assume there are few people on the planet who do not know about Bob Vila. Starting with the original "This Ol' House" programs on PBS in 1979, Bob Vila and his empire, have grown into a major force in the Home Improvement Television genre. The Biggest Mistake in Sales Prospecting Recently I received a prospecting voice mail message from a salesperson. The salesperson explained his company was "the leader in Microsoft hosted Exchange solutions" and he encouraged me to visit his company's website. Elearning Is Dead - Long Live Blended Learning! There is little doubt that eLearning has not achieved the success it promised some ten years ago, even though the primary benefits in terms of cost and flexibility remains extremely attractive. Some of the mistakes that have been made are:1. Assumptions - The Hidden Sales Killer Assumptions can kill a sale. In my sales training workshops, I frequently discuss the importance of not making assumptions about a person before, during, or after the sales process. 10 High Powered Ways To Magnify Your Sales 1. Give your prospects a f~ree trial of your software product, service, or let them read the first chapter or two of your informational product. The Road to Pendingville is Paved with Good Intentions If you've been in sales for any length of time, or have participated is a sales training program, chances are you've been taught to look for "buying signals" from your prospects. Buying signals can be important; but they can also easily be misinterpreted. Start Your Sales Engine! Does your business run on a sales engine or a sales effort? A sales effort is something that has to be done every time you want to make a sale. But, a sales engine is something that, once put into place, can bring you sale after sale without added effort. Say What?!? Sales is a Profession? What exactly is the sales profession? Without a common dialogue and context for the sales profession, sales professionals and corporate executives who choose to engage marketing, sales, and customer service functions through a sales effort are often left scratching their heads when it comes to understanding what sales really is. What do we make of the numerous and powerful "How to" concepts defined and implemented within the sales profession? These "How to" concepts are invaluable, but they only define one-half of what is needed to be considered a profession. How To Master the Art of Super Salesmanship Mastering the "art of selling" is simply knowing how to present whatever it is that you're selling, to the buyer in such a manner that he feels buying it from you will solve his problems or fulfill his dreams. Selling online is really no different than selling in person, face to face with your prospect. Top 5 Low Cost Ways To Get More Sales Leads And Sell More Without Cold Calling Cold calling may now be outdated. People have become defensive to cold calls and not many respond to them anymore. Make Your Prospects Speak You've probably heard people speaking about someone that he was born a salesperson. You might think that talent and native skills are all what you need to succeed in sales. Closing the Sale - It Doesnt Have To Be Uncomfortable "The Close" is sales jargon for the bit where you ask the customer to make a decision or to place an order. However, it doesn't always relate to sales.
|
| home | site map |
| © 2006 |
