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You Can Win More Sales by Accepting & Working with Change Than Denying It
Written by: Leanne Hoagland-SmithArticle Overview: Change is part of sales both in hard cold cash and learning to adapt. So how good are at accepting change to win more sales?
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You Can Win More Sales by Accepting & Working with Change Than Denying It
Change is part of sales both in hard cold cash and learning to adapt. So how good are at accepting change to win more sales?
Alan Deutschman in his book "Change or Die" indicated that his research revealed only one in 10 people will change. Just think of that, 9 in 10 prefer staying where they are, doing what they have always done instead of taking a chance to change.
Sales professionals are probably no different. They continue to attend business networking event after business networking event hoping to win more sales. Unfortunately, in many of these events the key decision makers never attend. Sales Coaching Tip: Go to where your potential customers go.
Having written sales plans supported by written and aligned sales goals is another anomaly. From my experience as a sales coach, having a written sales plan and written goals are changes that many sales professionals prefer not to take.
What about sales scripts? How many sales professionals use this proven tool to increase sales? Sales Coaching Tip: Effective sales scripts can shorten the sales process and earn you the sale much quicker.
Then how about a proven sales process to win more sales? Again, from my experience, at least half of the sales professionals that I have worked with do not have a plan because what I am doing now is OK. Yet, these folks want more sales?
How are your customer service skills? If you believe customer service is the responsibility of some other department, then your sales will eventually plummet to earth, crash, burn and die. How many sales professionals do not want to change and become that customer service person even though they were responsible for earning the sale. I guess after earning the sale, they believe that their responsibility has ended.
What changes have you made about your own professional development? Are you still selling the old way or have you decided to expand your sales skills? The world is changing and you must learn to know where the flow (change) is headed and how it will affect your bottom line.
Yes, to win more sales demands that you, as a professional sales person, must be willing to accept change. Of course, not all change is beneficial. You must however have an open mind before deciding that this course of change will not increase sales.
The Five Secrets to Working Yourself Happy
When Managing Change - Understand The Grief Cycle
Avoid Mistakes, Take Action, Overcome Resistance
Are You Working Yourself Happy?
Is There an Elephant in the Room?
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website  Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Assessment Business Building Check List Leadership Audit For Business |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: What is Your Favorite Thing About Owning A Business?
- [quote="freddyb45":1t3lpfi8]For me it's the fact that all the time and effort you put in is worth a lot more, due to it making you "business" more profitable. Working for yourself is also a positive, although employing people you can trust is quite different.[/quote:1t3lpfi8]
I like this idea. Working for yourself means you are investing in your own future, not someone else's, although there is value in working for someone else first to gain experience and confidence.
Working for yourself does not automatically mean success, fame and fortune. For most entrepreneurs, it takes much work and dedication to get to the point of financial success and comfort - sometimes years. But the benefit is, again, you know you are investing in yourself and building equity for your own future.
GT :-]
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: help wanted in u.k.
- Working on it all, a new world to me
cheers
brendan
Re: Spellcheck?
- [quote="TheAnonymousMan":2f894q6j]When discussing the majority of people I would definitely say that most people hit the "Change" or "Ignore" button without thinking too much about the correct spelling of a word. All bosses are concerned about is getting the report to the Directors meeting on time.[/quote:2f894q6j]
That probably depends on what the "majority" are trying to accomplish. I have word set to alert me about misspellings and grammatical problems, so I fix most as I go. But I also add names etc to the dictionary because I get tired of seeing the red and green squiggles when I know the info is right.
If you're only going to click "Change" or "Ignore" then why bother to take the time to use spell check????? Business people that I work for want the info compiled in a timely manner and they want it right - which is fine because that's the way I strive to do any project. Sending out a memo, letter, report etc with obvious spelling and grammatical mistakes makes the person and the company look bad as far as I'm concerned.
Shri
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