How to Skyrocket Your Sales and Enjoy Your Life
- Date: 2007-04-27 - Word Count: 435
Share This!
What's the use of spending money training your staff to use sophisticated selling techniques if they won't go out and use them?
Every large sales group has the salesperson who is lacking in good technique, but who is, never-the-less, a high producer. I heard of one company who has such a man. We'll call him Amos. His colleagues often cringe when they overhear some of his sales pitches. Yet he is a high producer who outsells most of his colleagues.. Why? Because he is free of the fear of prospecting.
This means two critical things.
1. He prospects more and
2. He exudes a natural self-confidence and attractiveness.
The result is that Amos outsells his well-trained colleagues who have better selling skills. Amos is not reluctant to sell!
Common Blocks to Sales Success George W. Dudley and Shannon L. Goodson have identified 16 forms of Call Reluctance(r). Some of them are:
• Doomsayer: is certain prospect won't be in, won't listen, won't buy
• Over-Preparer: fears not having the best answer and wastes too much time getting ready to sell
• Stage fright: fears selling to groups
• Yielder: fears alienating prospect and readily gives in to objections
• Referral Aversion: fears that asking for referrals will damage selling relationship
• Telephobia: fears using the phone for selling
• Social Self: conscious-fears selling to high status buyers
Randy Oliver used this information to great advantage. He writes:
"My sales have increased a whopping 97.8% for the year. You helped me get rid of my deadwood salespeople and replace them with real go-getters who have made my life a whole lot easier."
Your Challenge
To have a high producing sales staff your challenge as the owner, CEO, or sales manager is clear. You need to have sales people on your team who do not have these problems -- at least not in any significant amount.
Use this list to help you identify the weaknesses of each of your salespeople. You will then be able to precisely focus your efforts to improve each salesperson's performance. However it can be a daunting task. Some of these weaknesses are hard to change.
It is easier to hire people who do not have these problems. The problem is prospective hires naturally put their best foot forward and look as good as they possibly can.
Imagine if you could peek into the heart of your prospective hires and tell, no matter how good they looked, whether they were free of the issues we have been discussing in the first place. Wouldn't that save you a ton of money and two tons of grief?
By using this method to improve your sales team you can skyrocket your sales and enjoy your life.
Every large sales group has the salesperson who is lacking in good technique, but who is, never-the-less, a high producer. I heard of one company who has such a man. We'll call him Amos. His colleagues often cringe when they overhear some of his sales pitches. Yet he is a high producer who outsells most of his colleagues.. Why? Because he is free of the fear of prospecting.
This means two critical things.
1. He prospects more and
2. He exudes a natural self-confidence and attractiveness.
The result is that Amos outsells his well-trained colleagues who have better selling skills. Amos is not reluctant to sell!
Common Blocks to Sales Success George W. Dudley and Shannon L. Goodson have identified 16 forms of Call Reluctance(r). Some of them are:
• Doomsayer: is certain prospect won't be in, won't listen, won't buy
• Over-Preparer: fears not having the best answer and wastes too much time getting ready to sell
• Stage fright: fears selling to groups
• Yielder: fears alienating prospect and readily gives in to objections
• Referral Aversion: fears that asking for referrals will damage selling relationship
• Telephobia: fears using the phone for selling
• Social Self: conscious-fears selling to high status buyers
Randy Oliver used this information to great advantage. He writes:
"My sales have increased a whopping 97.8% for the year. You helped me get rid of my deadwood salespeople and replace them with real go-getters who have made my life a whole lot easier."
Your Challenge
To have a high producing sales staff your challenge as the owner, CEO, or sales manager is clear. You need to have sales people on your team who do not have these problems -- at least not in any significant amount.
Use this list to help you identify the weaknesses of each of your salespeople. You will then be able to precisely focus your efforts to improve each salesperson's performance. However it can be a daunting task. Some of these weaknesses are hard to change.
It is easier to hire people who do not have these problems. The problem is prospective hires naturally put their best foot forward and look as good as they possibly can.
Imagine if you could peek into the heart of your prospective hires and tell, no matter how good they looked, whether they were free of the issues we have been discussing in the first place. Wouldn't that save you a ton of money and two tons of grief?
By using this method to improve your sales team you can skyrocket your sales and enjoy your life.
Related Tags: business coaching, training, self-improvement, consultant, career coaching, achieve, improve performance, seminars, fulfilling life, corporate training
Stan Mann, C.P.C. supports business owners, top executives and commission salespeople to substantially grow their business and have a balanced life. He is a Certified Professional Coach. For additional articles and resources please visit http://www.stanmann.com Your Article Search Directory : Find in Articles
Recent articles in this category:
- The No. 1 Rule For Projecting Confidence - Speak With Authority
One of the most important characteristics a person can project in a business setting - or any situat - After the Autumn Checkout European Debt Crisis and U.S. Brewing Rebound
In the commotion caused by the Fed on interest rates come to an end, the "disastrous" for the euro a - Advantages Of Arcade Game Rentals
There are many different advantages to arcade game rentals. Most people need something to release th - A General Primer on Truck Cargo Nets
In modern highways it is quite rare to see truck cargo nets in action, this is because they are usua - The United States Will Burst More Severe Financial Crisis
Not long ago, suddenly announced that the central bank to raise interest rates, the interest rate hi - Niche Marketing Profits - 3 Easy Steps to Finding a Profitable Niche Market Income in 10 Minutes
Like most beginners I was having a very difficult time trying to find a niche market to earn extra m - The Importance of Hospitality Management Consulting Firms Toronto
Businesses and the managers that help guide any business are in a constant state of improvement and - New Keynesian Theory Label
2010 winner of the Nobel Prize in Economics three theories have been labeled as "New Keynesian" labe - Federal Reserve Pouring Money QE2 Unpredictable Fortune
U.S. economist Milton Friedman proposed a "throw the cash from a helicopter" view, while the practic - Fiscal Consolidation Should no Longer Delay
British Chancellor of the Exchequer George Osborne today announced fiscal consolidation policy, shoc
Most viewed articles in this category:
- Common Financial Problems to Avoid
One must first change their habits and not procrastinate. American Consultants Inc at offers key fi - How a Bad Hire Can Hurt Your Business
What's worse - hiring the wrong person or not hiring anyone at all? Companies can become almost des - Joel Comm Is Dr. Adsense
What is Adsense? If you are new to making money online and net marketing, you may not know what Ads - 5 Steps For A Dynamic Wealth System Online
Recipe: Opportunity + knowledge + Dynamic Wealth System + Your Action = Massive Success!!! Step 1 - How To Stop Foreclosure
Losing your house to a foreclosure can be very scary. There are times when circumstances are ou - How to Always Pitch A Strike
As business owners, we are always working on new ways to convince people to become customers, client - Membrane Diffuser Solutions for Wastewater Treatment Systems
In the aeration basin of a typical wastewater treatment plant there are both organic and inorganic m - Another Year Hating Your Job or Loving Life?
Copyright © 2007 Mary Foley I've come to the conclusion that to be successful - really successf - Dyestuff Industry In India And China
World demand for dyes and organic pigments to touch $10.6 billion in 2008According to a study on dye - Cma-cgm Case : the Series of Lawsuits Continues in Syria, Lebanon, Egypt, France, England and the United States
Damietta company case : The series of lawsuits continues in Syria, Lebanon, Egypt, France, England a