This entire process is what I refer to as the " best practices action system ".
Some salespeople question why they are not getting the outstanding results expected in their sales career . Some feel that the harder they try , they are beating their heads against a wall or racing down a deadend street . Maybe a minor tuneup or a major overhaul would be helpful . When I experience failure , I always go back to the basics , ground zero , and reconstruct the processes focusing on changing my actions from what did not work to those that will work .
A timely mantra that I am sure that most folks have heard ; “ Insanity is doing the same thing over and over and expecting different results .” This clever statement is attributed to Albert Einstein . The simple conclusion is to change up the strategy and action habits .
Let ’ s review the sales process :
Some folks learn that successful sales are concluded by what is verbalized in some prearranged word script or learned
I subscribe to a different sales philosophy . “ You locate a buyer rather than create a buyer .” If you have a large group of “ active ” prospects and you keep yourself in their thoughts , they will most likely think of you if they need related services .
word sequence . Sales trainers will tell you that certain words are used to present , overcome objections , and close the transaction . Yes , sequences of preplanned words are used to convince prospects that your products , goods , or services have benefits to them worth purchasing . Some hard closers may use slick language , ask questions , handle objections , and use pressure tactics to close transactions . Granted , knowing your products , having a sound prospecting system , and a wellscripted sales presentation is a must . No doubt ! Many salespeople prefer a softer approach .
I subscribe to a different sales philosophy . “ You locate a buyer rather than create a buyer .” If you have a large group of “ active ” prospects and you keep yourself in their thoughts , they will most likely think of you if they need related services . Also , the salesperson must focus on continuously developing both a likeandtrust relationship and a friendship .
The salesperson ’ s most crucial requirement is to develop a thorough understanding of the products , goods , or services . The salesperson must present detailed explanations of their desirability , technical aspects , and
Image by Coffee Bean from Pixabay benefits . The salesperson should be capable of handling questions and objections about the function , usability , quality , durability , and pricing .
Success in a sales career is a learned proposition . I do not believe that there are naturally born , predestined , successful salespeople . Some salespeople may start earlier than others , even in childhood , by gaining confidence and developing the required characteristics to be successful .
Tenacity is an essential trait of a good salesperson . A person with tenacity has the determination to achieve goals , courage , spirit , resolution , resilience , and the mental strength to persist ; or to resist opposition , danger , or hardship . A good salesperson also has learned to “ beeverpresent .”
80 / 20 Rule :
The 80 / 20 concept applies to almost all sales endeavors . The top 20 % of the salespeople account for 80 % of total sales volume . Correspondingly , the bottom 80 % accounts for 20 % of total sales volume . The top 20 % earns 80 % of the available income . The remaining 80 % of the salespeople receive a meager portion of the remaining 20 % of available compensation .
The 80 / 20 rule also applies to the quality of your “ active ” prospects . 20 % of your “ active ” prospects will result in 80 % of your new business transactions . A salesperson ’ s job is to focus on the top 20 % of “ active ” leads and convert the remaining 80 % into the upper 20 %.
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