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Sales Training London: The 5 Hidden Weaknesses That Once Overcome, Will Dramatically Improve Your Sales
Written by: Marcus CauchiArticle Overview: Have you ever felt that with all of your sales training and experience, you should be doing better than you are? Have you ever been in a selling situation and afterwards said to yourself, "I should have done...," but you didn't do it during the sales call? The reason could very well be what we call a "hidden weakness."
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Sales Training London: The 5 Hidden Weaknesses That Once Overcome, Will Dramatically Improve Your Sales
5 Factors That Hurt Your Selling Performance - Fix Them And Gain 152%+ [ Business : Main ]
There are five common hidden weaknesses that can and will neutralise your selling strengths and skills. These five are only a fraction of all the hidden weaknesses salespeople are likely to have. By identifying and correcting these five, however, you can make a significant impact on your sales performance. They are:
1. NON-SUPPORTIVE BUY CYCLE
These salespeople believe the way they buy is normal. If their buying process includes lots of research, price shopping, and thinking it over, they're likely to have prospects that behave the same way. Once overcome, this will help you increase your sales by 50 percent.
2. NEED FOR APPROVAL
These salespeople need to be liked by the prospect more than they need to get the business. They will be non-confrontational and unable to ask the tough questions for fear of upsetting the prospect. They are also likely to take a lot of put-offs, stalls, and objections instead of closing the sale. This weakness, once overcome, will help you increase your sales by 35 percent.
3. UNABLE TO TALK ABOUT MONEY
These salespeople can do little more than ask if there is a budget. They're unable to find out if the budget is real, where the money will come from, who controls the money, and if the prospect will actually ever spend the money. These salespeople have trouble talking to the prospect about spending more with your company than with your competitor. These salespeople are likely to waste time giving presentations to prospects who really don't qualify. Once overcome, this salesperson will increase his or her sales by about 27 percent.
4. SELF-LIMITING BELIEFS
These salespeople have a belief system that contradicts selling basics, techniques or required actions. This limits their ability to execute what they know in selling situations.
5. INABILITY TO CONTROL EMOTIONS
The prospect knocks these salespeople for 6 by saying something that they weren't expecting or were hoping not to hear. As a result, they panic. The next thing they know, these salespeople are talking to themselves instead of listening to the prospect. When this happens, they lose objectivity, and that leads to a loss of control. When they lose control, they often lose the sale. Once overcome, you'll be able to increase your sales by 25 percent.
(For example: if belief is that the prospects need to think things over, that will neutralize their ability to close the sale - even though they know that's what they're supposed to do.) We've identified 54 self- limiting beliefs that, once overcome, will help you increase your sales by 30 percent.
If you would like to know more about how to identify these and other hidden weaknesses in yourself or your sales team and which training programs are designed to overcome them, contact me. Do you have a Sales Candidate Screening Process to identify the above weaknesses and avoid hiring "lemons"?
(C) Marcus Cauchi and Sandler Systems Inc 2007
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About the Author: Marcus Cauchi RSS for Marcus's articles - Visit Marcus's website  Click here to visit Marcus's website   Sales Training London Playing the WAITing Game Sales Training London Why I Plan to Fail Often and You Might Too Sales Training London WAIT and See Sales Training London Dont Lose the Sale Once Youve Closed The Deal Sales Training London How Do You Make Money When You Lose the Sale |
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