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.
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 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 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.
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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 %.
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.
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