- Are Your Salespeople Sabotaging Their Success?
Many salespeople could be so much more successful than they are. All that is needed is a willingness to stop behaviors that hurt their success and replace them with actions and attitudes that will ensure success. What are some of the factors that limit salespeople’s success? See if you can see yourself in any of the following: - Why Not Teach Your Salespeople This Great Technique?
The critical ingredient in a successful sales outcome is the ability to get adequate and accurate information as early in the sales process as possible. Those of you who have read my books, previous tips, or have attended one of my sales seminars are well aware of the importance I place on the ability to ask good questions – in the right way, at the right time. It is unfortunate that many salespeople are still selling by going into a "feature DUMP" too early in the sales process – before they have learned: - Traits Of Six Figure Income Salespeople
Got what it takes to excel? Can your salespeople measure up? - Are Your Salespeople Confusing Your Prospects And Customers?
Over the years, I have observed hundreds of salespeople, who represented a variety of organizations selling both services and tangible products, lose sales and customers because of their inability to articulate concepts, ideas and benefits professionally. - Are Your People Busy or Hiding Out?
Over the years, I have observed many salespeople and their routines – daily, weekly, monthly and yearly. It is my belief that many salespeople waste a great deal of time. Some of the common time wasters are (there are many others, this is just a quick list): - Are Your Prejudices Getting In Your Way?
Because holding on to prejudices and judgments can seriously undermine your effectiveness as a manager, your challenge is to let go of them. Prejudices can take many forms, but generally are the result of your expectations, personal philosophy, experiences, life outlook, and personal agendas. - Coaching Challenges
You cannot manage your organization from behind your desk. It is critical for coaching success that you circulate among your employees so you can observe behavior in action. - The Keys To Better Motivated Employees
There are two traditional methods of motivating employees today that are being used in thousands of companies and by tens of thousands of managers to “MOTIVATE” employees. They are: Fear or punishment and Reward or Incentive. Both of these motivational techniques are temporary and appeal to the outside-in need to be motivated and essentially will ultimately lead to poor motivational performance. - Want Better Performing Teams?
Any of these can be difficult to administer. Team leadership requires: finesse, tact, skill, patience, courage, a firm hand, good people skills, outstanding sales skills, ego control, judgment, effective communication skills, and planning – lots of planning. - How's Your Overall Productivity?
You can’t motivate anyone. People motivate themselves. The job of a manager is to create a motivational environment where people would want to motivate themselves. - The Keys To Improved Performance
I am often asked by my corporate clients how to improve sales or management or overall organization productivity. It is never a simple answer, as you can see from the above list. And that is not the complete list of issues that must be considered when you are evaluating productivity. - Delegating For Results
One of the biggest weaknesses of poor managers is their inability or unwillingness to delegate tasks, responsibilities or outcomes - Do You Know What's Working And What Isn't?
I will guarantee you that every manager can improve their skills in some area. Many managers focus only on what they are doing wrong while others only focus on what they are doing right. The problem with either strategy is clear - The Myth Of Sales Forcasting
One of the activities management expects salespeople to provide bottom-up help with is in the area of sales forecasting. Unfortunately, many sales managers shove their sales forecasts down the throats of their sales staff due to the demands /expectations for sales increases of senior management. - Do You Know Who Your Competition Is?
There is a tendency of many salespeople to see their competition as only those businesses selling a similar product, service or idea. In other words, salespeople selling computers tend to see their competitors as other computer stores, retailers or manufacturers. People selling insurance, travel, furniture – you name it, whatever you sell, your competition is not just your direct competitors, but anyone and everyone who is trying to get a piece of the corporate or consumer dollar. - Do You Know What Your Lost Sales Are Costing You?
Have you ever computed the cost of your lost sales revenue in a week or year? - Is It Easier To Create Or Discover The Sense Of Urgency?
Urgency means the prospect needs a solution, answer, product, service NOW. Price is not the issue, terms are not the issue. Your ability to deliver according to their needs or expectations is the ONLY issue. - Still Selling By The Numbers?
Why are so many managers and trainers still teaching this garbage? I am not sure, but I can guess it is because they don’t know how to teach more effective prospecting so they want you to make up for poor prospecting skills with more calls. Now, here is a real winner for success. - Do You Need To Get Back To The Basics?
For many salespeople it would seem that a ‘let’s get back to basics’ approach would be in order for any number of reasons - Same Stuff - Different Day?
When you look at the sales process, there are six major pieces: attitude management, prospecting, presentation skills, disarming sales resistance and closing and servicing the customer for repeat and referral business. Let’s look at one (and there are many) creative approach in each of the five areas. - Loss Of Purpose Is A Major Cause Of Failure
Loss of purpose is akin to a loss of faith or patience as it is unfolding. It is a feeling that no matter what you do - it will not be good enough or soon enough. There are nagging questions, which keep popping into your consciousness. They scream: - Unlearning Is Just As Important As Learning
Without a doubt learning new skills and developing the right attitudes in sales is vital. Without them it is impossible today to ensure your continued success. Whether these new insights come from a mentor or coach, reading, attending seminars, listening to CD’s or just talking with peers or your manager it is essential to continue to hone your abilities if you want to successfully compete in today’s changing world. - Sales Challenges In A Competitive Economy
Salespeople face a variety of challenges in their career. Selling is like no other profession in that it requires exceptional people skills as well as the mastery of a great number of specific sales competencies and attitudes that are not generally found in other careers. - The 16 Biggest Mistakes New Salespeople Make
There are only three ways to sell more. Do more right. Do less wrong. Do both. Here is a list I have compiled during my 35 year sales training career. that will help you understand the most frequent mistakes new salespeople make. - Don't Let Your Salespeople Lose The Human Touch
Technology is a wonderful thing as long as it is used as a sales tool and not a crutch. Let me give you a recent example where I didn’t practice what I preach and it came back to haunt me. - Home Runs Are Great But You Need A Few Singles To Succeed in Selling
Most salespeople, from time to time no matter what you sell, have the opportunity or potential for a big one. It is my experience, however if you only closed these big sales from time to time and nothing else in between that you would most likely starve.
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