The real reason sales people struggle to close more deals . . . .
I hear weekly from sales people that they need help in doing a better job closing deals and my first question to them is how did they start the conversation? Did they do every step of a thorough sales process that we have talked about? or Did they take short cuts hoping that they could close faster?
I came across this article by Bob Apollo and he nails it on the head for what I consult, train and coach sales reps around this topic. Take a moment to read this article and ask yourself, are you slowing down enough to speed up the sale?
It’s summer. No one is around. Why prospect? WRONG!!
It is summer – get out there and prospect even more! Summertime is the perfect opportunity to fill your pipeline FULL of ideal clients. Watch the video below where I share with you “10 Ideas for prospecting in the summer.”
Attend local events
Potential Prospects – Attend their sponsored events to learn about their company.
Friday Afternoons – Great time to make connections with decision makers.
Use social media to make more connections.
Research ideal clients – make a targeted list of prospects.
Do a Customer Survey – Touch current accounts and go “deeper, wider, broader.”
Re-connect with Leads that went cold – Take a look at past leads where the timing was not right. Make an effort to re-connect, now may just be the right time.
Have a growth mindset – Think positive about all the great connections and ideal clients you will come in contact with this summer.
It is about them – not YOU. Remember to always create value for your prospects and show the ways you can expand their business.
Have FUN! Summer is a great time to meet new people.
“Leadership flows out of what we do and who we are.” – Dan Flow, CEO & Chairman (Flow Companies, Inc.)
My question to you today is “Do you care?” Do you truly care about:
As a Sales Manager and or Leader of your company, I want you to take a moment to ask yourself what kind of legacy are you leaving? Are you showing up each and every day to just get by? To just do a job? I hope not. As leaders, we impact every person we engage with (good or bad).
Do you want to be known as a person who truly cares about your people, your customers, and your community? What are you intentionally doing to build up others and keep your promises. One thing we have in life is OUR WORD. Are you keeping your word? Are you pulling the greatness out of your people? Are you asking what you can do to help customers daily in the field? Are you willing to give back?
Let’s start with discussing your people. You have been put in your position to help your people create results. This starts at the human element. Your people are just that – PEOPLE. They are not a number, they are human beings with all the complexities life brings at us. Have you taken the time to notice what your people are doing right? Have you given an ata boy or ata girl about that? We are constantly told to point out what people AREN’T doing, however we are not reminded to look for and reinforce what people ARE doing well. So take a moment today to intentionally look for what your people are doing RIGHT and thank them for doing a great job! Ultimately your people want to know if you care about them and their lives. When you show that you care, your people will care more about creating results for you! “The essence of effective coaching is treating people the way they can be, not the way they are.”
As a sales professional do you have what it takes? Do you have G.R.I.T.? As I continue to travel the Globe, I realize we should be asking this question more often.
GUTS:This means – personal courage and determination; toughness of character. We have to be brave and courageous to attack each day with the right mindset and ability to be BOLD. As I worked with another sales team last week filled with Major Account and Named Account reps, I am reminded once again that no matter what level we are at (new or tenured), we have to make this conscious choice every day. We will continue to battle frustrations from within our own organization and frustrations with reaching the right decision makers and influencers. We have to be creative and constantly evolve in changing times. Just because it is uncomfortable, or “you have always done it another way,” doesn’t mean you don’t have it in you to stretch and see the magic outside of your comfort zone. We ask our prospects and clients to make a change with us every day. So why are we so unwilling to change and evolve ourselves? So we have to ask, do we have the GUTS to strive on? Do we have the determination to Be Bold in our approach?
“With the Olympics underway, athletes should have their mind on gold–and only gold.
Although the concept of first or last may sound unfair and difficult to accept for some, in the real world, regardless of your business or career, first place is the only place that matters.
As the world watches the Olympics this week, remember that if you’re not first, you’re last. ” – Grant Cardone
There is always the battle today between being Competitive and Collaborative in the business world. I hear these terms being thrown around all the time. The reality is, there is a time for “healthy competition” between sales people and sales teams etc., and there are times to encourage “collaboration” between companies, colleagues and strategic alliances.
When it comes to Sales Management and Management / Leadership overall, what are you doing to prepare your team for the Gold?
As we all have seen, there is a BUZZ around Social Selling today. It isn’t new, it’s just the focus in a heavy way today because just implementing traditional ways of prospecting is NOT working anymore. One of the BIG things we talk about here at MWI is the importance of using a “Combination Approach.”
This is where we believe using this proven formula of Social Selling + Phone Prospecting (with a strategy) + In the field Prospecting (when applicable by industry) + Email Strategies + Voicemail Techniques = SUCCESS!!!
All of us who have been selling for a lifetime (it seems) and those that are just entering into this exciting career of consulting, know (or soon will) that Sales is not easy. A career in Sales and to MASTER the Art, takes time, dedication, persistence and CONSTANT learning. You see “Change” is inevitable. It is the constant you can count on. So as Consultants, we have to watch, listen and learn what is working today and what is not working today. This ebbs and flows.
What that means is what worked for us even 6 months ago, may not work for us today. What stopped working today may work again in 1 year. You see, processes that become saturated usually become less effective (example phone calling). However, as our profession starts to shift heavily into Social Selling since our phones are being screened at a much higher rate today . . .
Register for the upcoming MWI Elite Sales Academy either August 15-19th or October 17th – 21st .
Here are few comments from this class this year:
“I learned so much around successful, industry specific, selling strategies that I can’t wait to begin utilizing them. They say “Knowledge is Power”. After this training, “Knowledge is Money!” – Chris, QualPath, Inc.
“I signed up for this training to make me a better salesman. I can say without a doubt, that will happen!” – Jordan, Data-Line Office Systems
As salespeople, we are always looking for new ideas and more effective ways to reach our prospects. We ultimately want to learn more about the psychology of our buyers and build trusted relationships faster. We also want to be bold and challenge our potential clients when necessary to ensure they receive what they ultimately say their business needs. By doing this we can increase our conversion rates and close MORE DEALS!!
I came across this interesting article “10 Steps to Win the Sale Every Time” by Emma Brudner. She talks about learning these 10 Steps by Iannarino in the Sales Acceleration Summit. Iannarino has some good reminders that I wanted to share with all of you:
We’re looking for growth-minded companies and enthusiastic sales teams who are willing to “invite themselves” to step into a genuinely AMAZING learning process through discovering the exact process to shift their mindset, transform their income and upgrade their entire life – both personally and professionally.
It only takes 15 minutes to begin…
Are you ready to take your company and sales team to the next level?
Transform Your Sales Team Today!
Create Clarity, Find Ideal Clients and Increase Sales.