I’ve been assessing many existing salespeople over the past couple weeks and have seen many different levels of abilities. The ones that stick in my mind are the salespeople who are presently struggling with their revenue production. Sales is one of, if not the most stressful positions within any company. The overt issue with a lack of sales performance is that everyone in the company can see it. The numbers are very visible. One underperforming salesperson I talked to recently has hit a true low point. He’s not certain where to start. I thought about that discussion for quite some time afterwards. The lack of performance becomes a spiraling nose… Read More
Continue ReadingReasons You Are Not Selling
This article is from the Salesopedia website. The article is excellent and rather amusing to read (probably since I am guilty of many of the author’s items). For instance: If you’re a professional salesperson and you’re not selling, it could be because: • You are boring. Do customers cut you off in mid-sentence, or jump in when you pause for breath? Chances are, you’re boring them. Paint a vivid picture and put them in it; use an example or interesting case history to illustrate your point. Whip out some visuals to show them how much they will save. I love it. When is the last time your read something that… Read More
Continue ReadingBusting A Sales Slump
In all honesty, I am a streaky salesperson (at best). I have always been prone to peaks and valleys in my sales which speaks more to my abilities. Nonetheless, this ManageSmarter.com article addresses this problem with tips for breaking out of a slump. First, a great point: Besides, prospects can smell desperation in sales people. If you panic, your prospects will sense that you’re desperate, and they’ll avoid you. Oh that is so true. Prospects have an innate ability to detect a salesperson working a deal out of desperation. And, of course, that desperation typically plays out as a sizeable discount in the sale price. Then there is this: Third,… Read More
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