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Failed Salespeople Share Similar Traits
We are each responsible for our own success - or failure. Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach. Prevention of failure is an important part of that process. If you find yourself saying "I'm not cut out for sales," "I'm not pushy enough," "I hate cold calling," "I can't take the rejection," or "My manager is a jerk"-you are heading down the wrong path. Here are some recurring characteristics and traits of salespeople who thought they could hit a home run in a sales career, but who struck out in their attempts. Many of those people had a bat on their shoulders, but failed to swing at the ball as it passed them by. Hopefully none of these apply to you. They don't believe in themselves. If they don't think they can do it, who will? They don't believe in their product. Lack of conviction is evident to a buyer and manifests itself in low sales numbers. They fail to set and achieve goals or fail to plan. Always define specific goals for the long term-what They want-and the short term - how they're going to get what they want. They're lazy or just not prepared to make the sale. Their self-motivation and preparation are the lifeblood of their outreach. They must be eager and ready to sell or they won't. They can't handle rejection. Prospects are not rejecting them. They're just rejecting the offer they are making, or, they are rejecting because we don't suit their needs. They fail to master total knowledge of their product. Total product knowledge gives them the mental freedom to concentrate on selling. They fail to learn and execute the fundamentals of sales. Read, listen to tapes, attend seminars and sales meetings, and practice what they've just learned. Everything they need to know about sales has already been written or spoken-learn something new every day. They fail to understand the client and meet his needs. Learn to question and listen to the prospect. They can't overcome objections. This is a complex issue. They are not listening to the prospect. They are not thinking in terms of solution. They are not able to create an atmosphere of confidence and trust suitable enough to cause (effect) a sale. People are not afraid of failure, they just don't know how to get success. They can't cope with change. Part of sales is change: change in products, tactics and markets. Roll with it to succeed. Fight it and fail. They can't follow rules. Salespeople often think that rules are made for others. If they think rules are not for them they should think again. They cannot "break" the basics. They can only break themselves against them. Success in professional selling comes to those who think in the long term. Those who start in sales for a reason and who have chosen to succeed. After that success decision is made you need only to trust the process and keep learning. Neil Greenberg is a sales manager with a DC based e-commerce company. He also keeps his blog, Sales Sherpa (http://salessherpa.blogspot.com/) fresh with articles on sales, goal setting, motivation, and more.
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Coaching Start Your Sales Engine! Does your business run on a sales engine or a sales effort? A sales effort is something that has to be done every time you want to make a sale. But, a sales engine is something that, once put into place, can bring you sale after sale without added effort. Here are a couple of examples ? 10 Power-Packed Ways To Spark Your Sales 1. Spend money on targeted advertising instead of mass media advertising. You don't want to waste your ad dollars on people who aren't interested. The Art And Science of Closing - How To Close More Sales Right Now One of the questions I often get asked as a sales coach by sales people and business owners alike is, "How do I close sales better? What closing techniques would you recommend?" Knowing Your Customers; Closing the Sale Just because your business is based in your home that doesn't mean you can afford to ignore the most important element of your success: sales. The bottom line is that your sales ability will make or break your business's future. Chances are, however, that unless you have a background in sales, you lack the helpful training which will give you a competitive advantage. Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway? Losing a sale can be disheartening, especially if you lose it for reasons you aren't even aware of. How To Give Your Sales Job A Strategic Tune-up In happens every year in June. Method to the Madness of Training Seminars I arrive with about 350 other guys. We smile at each other but really don't talk much. I guess we all feel that we are too good and too proud to be at a sales-training seminar. Order Takers vs. Sales Professionals As business owners we all know that in a ideal world prospects would just pick up the phone and give us an order but for most of us sales is not like that! Yes it would be utopia however have you considered the difference between order takers and sales professionals? Firstly they are two completely different animals. Lets face facts order takers are less likely to be skilled in sales technique. This includes the ability to easily up sell, cross sell or add on services. Order takers are by there very nature just waiting for the phone to ring and do not work on a pro active basis. If we left everything to the client then so many additional products would never have been sold. Win More Sales With a 5-Step Sales Process Facilitating the buying process can be very straightforward and fairly uncomplicated. Yet most professionals have no idea what it takes to guide a potential client through a decision making process. They are completely lost when it comes to effective follow-up and unsure how to best get prospects to take the "next step". The Top 10 Powerful Tools for Growing Sales Through Creating Connection Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer?NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today. Survival On The Road! A Resource For The On The Road Sales Professional It makes no difference if you are a Saleswomen, a Salesman, a rookie or a seasoned pro, we all face challenges while on the road. You may set up your own flights, cars and lodging, you may have a travel department that does it all for you, or if you are like the vast majority of "rocket roadsters" you drive your own car. Make More Sales By Airing Your Dirty Laundry There's an old saying, "Don't air your dirty laundry". The #1 Lead Generation System of Top Sales People Developing an abundant supply of targeted referrals is the number one lead generation system used by top sales people. Sales Lessons from Bob Vila There's more to what he does than meets the eye Probe Before You Sell When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale. The ?Finding Common Ground? Sales Technique, Is A Myth! Almost every book, manual, workshop or tape series teaching selling skills, will at one point suggest that you need to find something in com-mon with your prospective customer or client, in order to produce a trusting relationship. The thinking behind this suggestion is that if you find you have something in common with a decision-maker, somehow a bond or trust will be formed from a shared interest or mutual acquaint-ance. It is true that people buy from people like themselves, so on the surface this selling technique seems like a reasonable method to produce positive feelings in a prospect, customer or client. But, finding something in common with a decision-maker just takes too long in today's fast paced selling environment and often is too difficult to uncover to build the trusting relationship that actually produces sales success. 10 Amazing Ways To Jump Start Your Sales 1. Find a strategic business partner. Look for ones that have the same objective. You can trade leads, share marketing info, sell package deals, etc. Get Tough You deal with rejections, frustrations, disappointment, and possibly disrespect on a daily basis. You probably experience more emotional ups and downs than most other professionals. And, no matter how successful you are, your income is less predictable than that of salaried employees. As a salesperson, your level of mental and emotional toughness affects you everyday, both on and off the job. Successful Sales People Know Which Differentiators Matter Know where to focus. Not everyone evaluates product solutions with the same decision criteria. 3 Basic Secrets That Will Explode Your Sales This Year In this article, I would like to talk about the three "well-known but often ignored" secrets for creating a successful product.
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