Sales Training – Salesperson’s Universal Distress Signals
Sales Training – Salesperson’s Universal Distress Signals
1. Cancelled appointments
Are you confirming any appointments you set with prospects? Either the day before or the morning of, telephone or email prospects. I usually telephone. If something has come up for the prospect, I reschedule with them right then; they’re already on the telephone. If they just don’t show, that’s an entirely different problem and solution. NOTE: never assume that a no show means not interested.
2. Prospects buying from competition
Are you going through all that you know how to do and losing sales to the competition? What about losing to the competition of procrastination? Examine your qualifying process. You have a qualifying process, right? At a minimum, early on you want to be certain of four things: you are working with someone with a budget for your product or service; you are talking with all decision makers; the prospect has indicated a need by conveying a problem they want to eliminate or a solution they need, and their timeline fits with your sales process timeline.
3. Not following up because of whatever excuse
I’ve heard most of the excuses: “I don’t have time, I feel like I’m bothering people, I don’t know what to say next, I don’t have enough energy, I’m afraid.” If you have this SOS call, run, don’t walk, and get a sales coach. Selling IS about follow up.
4. Poor presentation skills demonstrates lack of confidence
If you are at any business function, or even social for that matter, you want to speak with confidence. Be confident with your elevator pitches. Drop the “ums,” the “ya knows,” and any other puffy fillers that chip away at your image. Why be careful even at social events? It is absolutely true that it is a small world; you are only ever about six people away from who you want to meet. Your ability to speak in a way that people want to listen to will help you meet them.
Selling has a beginning and a continuation. It really never ends. Don’t ignore the SOS coming from your lack of sales results. Instead, when you examine your sales results, get to the problems that are hurting you and then take a different approach to solve them.
Sales Training Salespersons Universal Distress Signals - To learn more about this author, visit Patricia Weber's Website.
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SOS, also known as Morse code, is a universal distress signal. For salespeople, a “Save Our Ship,” becomes a “Save Our Sales” distress call. While everyone selling likely has their own SOS, here are five common sales calls for help.
1. Cancelled appointments
Are you confirming any appointments you set with prospects? Either the day before or the morning of, telephone or email prospects. I usually telephone. If something has come up for the prospect, I reschedule with them right then; they’re already on the telephone. If they just don’t show, that’s an entirely different problem and solution. NOTE: never assume that a no show means not interested.
2. Prospects buying from competition
Are you going through all that you know how to do and losing sales to the competition? What about losing to the competition of procrastination? Examine your qualifying process. You have a qualifying process, right? At a minimum, early on you want to be certain of four things: you are working with someone with a budget for your product or service; you are talking with all decision makers; the prospect has indicated a need by conveying a problem they want to eliminate or a solution they need, and their timeline fits with your sales process timeline.
3. Not following up because of whatever excuse
I’ve heard most of the excuses: “I don’t have time, I feel like I’m bothering people, I don’t know what to say next, I don’t have enough energy, I’m afraid.” If you have this SOS call, run, don’t walk, and get a sales coach. Selling IS about follow up.
4. Poor presentation skills demonstrates lack of confidence
If you are at any business function, or even social for that matter, you want to speak with confidence. Be confident with your elevator pitches. Drop the “ums,” the “ya knows,” and any other puffy fillers that chip away at your image. Why be careful even at social events? It is absolutely true that it is a small world; you are only ever about six people away from who you want to meet. Your ability to speak in a way that people want to listen to will help you meet them.
Selling has a beginning and a continuation. It really never ends. Don’t ignore the SOS coming from your lack of sales results. Instead, when you examine your sales results, get to the problems that are hurting you and then take a different approach to solve them.
Sales Training Salespersons Universal Distress Signals - To learn more about this author, visit Patricia Weber's Website.
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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John AlexanderJohn has taught keyword research and SEO skills to small groups of business owners and Webmasters from over 80 different countries world wide since 2002. John is also the Director of Search Engine Academy ; Co-director of Training at Search Engine Workshops offering live, SEO Workshops with his partner SEO educator Robin Nobles, author of the very first comprehensive online search engine marketing courses at SEO Training Online and the SEO Workshop Resource Center. I look forward to hearing from you! - Visit John Alexander's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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