Sorry But Your New Is Not That New
There is an old saying that goes:
There is no such thing as an old joke, just old people. Meaning no matter how old you are the first time you hear a joke it is new to you, no matter how long it has been out there.
Which explains why I am going to sound a bit old in this piece, which is alright, because I will be talking about all the “NEW” out there that sellers are being told (sold) they should be consuming if they want to succeed. I don’t have an issue with things that are really new, but when it comes to selling, “NEW” is more often than not, the “same old”, with at best new wrapping.
What would it take for you to double or even triple your win rates? According to LinkedIn research, you have a significantly better chance of closing sales when you have multiple connections within a single account.
Sales people are searching for the secrets to selling success…These two words are the drivers that will take their income to a new level
Given the fact that we think a lot faster than people speak, and much faster than our ability to listen, it is always important to look for ways to stay focused on what a prospect is telling us, and not rush ahead or interrupt with a thought triggered by something they said. My favourite way, is one I was taught long ago by a mentor; his approach is to ask yourself what you can ask the prospect/buyer, based on what they just said, makes you focus, listen, process and fully and actively engage.
Sales people often say they want to be managed as if they were operating their own business. And, that’s exactly how they should be managed. Yet, there is a disconnect between how sales people perceive running a business works…and real-life. A sales business plan can help bridge this gap.
Price has always been a main reason that keeps sales people from selling. At least, that’s what sales people say. Here is some humorous evidence to the contrary
Talk to any ‘executoide’, and KPI’s (Key Performance Indicators) are bound to be part of the conversation. Nice and practical concept, good resume fodder, often misused or abused by many, especially from a sales point of view. I often get the sense that many see KPI standing for Key Political Initiatives or Key (to my) Personal Incentive.
The sales process you’ve defined to grow your business may be the very thing that is keeping your sales team from succeeding.
There’s been much talk about the future of the sales profession. Yet, there are steps salespeople can (and should) take right now, not just to survive, but to thrive!
If you follow this blog, you may have seen that several times I have suggested that those people who are not cut out for a career in sales, should seriously consider transitioning to a career in hospitality. Based on recent experiences I’ve had as a prospect, and seeing how some sales people execute their sale, I am beginning to firmly believe that there is an expert on clairvoyance, who on his blog, is recommending to his readers that those who can’t cut it as clairvoyants, strongly consider a career in sales.