Why Salespeople Have Trouble Closing
Why Salespeople Have Trouble Closing
Today, while reviewing a sales force evaluation with a client, he wanted me to know, up front, how HE rated his sales force. He gave one guy an A, a lady a B, another lady a B-, a second guy a C+ and said everyone else was a C. When we got to the Non Supportive Buy Cycle about an hour later, he got all excited because he saw the correlation between how HE rated his salespeople and how much of the Buy Cycle weakness those people did or didn't have. While Buy Cycle will affect salespeople primarily at closing time, another huge weakness, Need for Approval, will haunt salespeople who have it all the way through the selling process.
When you evaluate your sales force you can learn about all of the various weaknesses that prevent your salespeople from executing.
Why Salespeople Have Trouble Closing - To learn more about this author, visit Dave Kurlan's Website.
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I've been speaking about what makes salespeople tick for about 15 years. From the beginning I've been telling audiences that there is a 100% correlation between how salespeople make a major purchase and the behavior (stalls, put-offs, excuses, sob stories) they will tolerate from their prospects. I call this weakness, Non-Supportive Buy Cycle and it consists of several components; vulnerable to think it overs; vulnerable to price shoppers, vulnerable to comparison shoppers, and vulnerable to prospects who think it's expensive.
Today, while reviewing a sales force evaluation with a client, he wanted me to know, up front, how HE rated his sales force. He gave one guy an A, a lady a B, another lady a B-, a second guy a C+ and said everyone else was a C. When we got to the Non Supportive Buy Cycle about an hour later, he got all excited because he saw the correlation between how HE rated his salespeople and how much of the Buy Cycle weakness those people did or didn't have. While Buy Cycle will affect salespeople primarily at closing time, another huge weakness, Need for Approval, will haunt salespeople who have it all the way through the selling process.
When you evaluate your sales force you can learn about all of the various weaknesses that prevent your salespeople from executing.
Why Salespeople Have Trouble Closing - To learn more about this author, visit Dave Kurlan'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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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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Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
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