Firstly, Cold Calling and now dig deep are you really making enough cold calls? Before you answer this and shout aloud ‘I am the brilliant at cold calling’ take a little time to reflect. Quite a few salespeople no longer make cold calls writing this activity off saying that,’ it doesn’t matter’ and that they are ‘too busy’. In reality there is a disconnect between new prospects and the salesperson. Cold calling is a fundamental for most companies but in reality most salespeople simply do not do it or if they do they don’t do enough of it! Make sure you start to increase your cold calling rate now.
Secondly, Qualification – most salespeople qualify on the basis of emotion rather than using facts. It’s easy to want a sale to come through but if you have not qualified their position the prospect might always remain as a prospect. Ensure that when you qualify it’s not a one off as during most sales cycles almost everything changes. Ask hard questions and you may be surprised by the answers but it’s important that you do not spend time on prospects that do not have the will or characteristics to own or use your product or service. If you are unsure about how to qualify then get help form a training company. You may also want to consider a sales qualification process where everyone qualifies using the same criteria – that way you will have a level analysis.
Thirdly, Lack of Personal Development skills. We live in an age where it’s just not good enough to just ‘wing it’. If we want to improve our personal skills it’s down to us and Personal Development is key. This could mean using the services of an Executive Coach, some form of additional training from a consultant or learning by reading then doing! Most successful people have taken responsibility for their expertise and not just learned sales skills and product knowledge but taken pride in additional Personal Development and then made a significant difference.
Fourthly, Belief in your product or service. Think about it how successful are you likely to be if you do not believe in what you are selling? This isn’t as rare as you might think. What you must be able to do is talk proudly to prospects and all levels of buyers about what you have. If you are not convinced about what you sell why would any potential buyer want to buy from you – please note that enthusiasm is infectious and will make a massive difference.
Lastly, Lack of using expertise that’s around you. Chances are that someone in your company has already seen and successfully answered objections or could help you put together a compelling reason why you do what you do! Internal expertise is often overlooked and never called upon when in fact it probably is the most pure and focussed centre of knowledge for sales people. Make sure you leverage the internal expertise it will undoubtedly make a significant difference.
Once you start to perform in each of these areas you will benefit from a form of sales multiplication – how good it is when you focus your selling mind!
To learn more about this author, visit Mike Palman's Website.
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Mike Palman
(Visit Mike's Website)
Bio Info: Mike Palman, is a global Master
Sales Coach, Sales Mentor, Author and
Sales Trainer and CEO of The Sales
Academy. Mike helps people and businesses
do more, do it better and get the results
that they really want. In 2005 Mike
started an e-mail marketing company
believing that e-mail marketing is an
essential part of today’s marketing that
can help leverage new business www.cando
mail.com Mike had a successful career
in sales for over 25 years and now helps
salespeople, sales management & business
owners get the sales edge. Mike lives in
both the UK and South Africa. For more
articles by Mike Palman, visit www
.thesalesacademy.com
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