How to sell: Salespeople who have great skills at persuasion also have a few things that work against them over time. These few destructive tendencies can talk great salespeople and turn them into less than average salespeople.
This salesperson may have:
- · The best abilities to overcome objection
- · Close at a high rate
- · Have the best nonverbal communication skills
- · Have sold many products and or services in the past
It doesn’t matter how much they have done they still seem to hold back a little like something is missing.
It would seem that if a salesperson has previously had the ability to sell at great levels and knowledge in persuasive sales skills or abilities that they should be consistent at closing.
Sadly it isn’t the case for most salespeople. Many times they fall down and really it isn’t their fault sort of speak it is their subconscious mind that plays tricks on them and causes them to do other things that are not productive.
Ok so the blame game doesn’t work for you either, in all realities it is their fault and it does take some training to get over the lack of sales issue.
The 2 greatest enemies to salespeople who have learned how to sell or even have the best persuasive sales techniques are:
- 1. Laziness
- 2. Complacency
There really is a mental trick the pays with the brain once a salesperson has the ability to sell. This little switch can flip on and the salesperson can now get what they want and when they need it. It happens when they get comfortable and just need x amount of dollars to live on. This is why some employers will share with their salespeople that they should get into debt. The debt cycle makes them sell or they lose what they bought. This can be a dangerous cycle if the shopping gets out of control.
This is where the lazy factor comes into play. When it comes to being lazy the salesperson just does not to have to work. They know that they can work harder and make more sales they just to not do what they need to.
On the other hand with complacency they may have reached a level where they are comfortable and really do not care to get any further with what goals they have obtained.
These two factors can take a superstar salesperson and drop them to the levels of despair.
It doesn’t make any sense at all that a salesperson has all of the abilities to do the job they are supposed to do and just stop short of what they need to do but it does happen. These salespeople go on their calls and just go through the motions and then do not make the sale. It is almost like they have no wind in their sails sort of speak. What is worse is that the salesperson is ok with going on the call and not doing all the work and then walking away with nothing.
In order for salespeople to get past this point they must visit their goals consistently. They can use the post it note trick and leave one or two goals in site or even use a goal buddy to talk about where they are going with sales and the reason why. This may only take a few moments every morning either live or on a phone call just as a reminder of what needs to be done for the day.
Talking out loud about your goals and visiting them as often as possible keeps the focus strong.
Learn that laziness and complacency can destroy a sales career and do everything possible to not fall into this trap that leads to sales failure.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell