It makes me really worry how differently the genuine sales professionals think and act in their selling approach, skills and principles when compared to the “run of the mill” or “basic” sellers. In all reality they are poles apart. If you disagree, then read through this paragraph, evaluate where you stand in the scheme of things, and make up your own mind. I bet the habits of the superseller professionals will win “hands down” each and every time. |
If we had a Sales Kit Inspection Right Now – Would you Come Close to Passing it?
A sale is made up of literally hundreds of little things that either reinforce what has been presented or place doubt in the mind of the prospect. And the end result - whether you sell or not - is the difference between the degree of the DESIRE to own as opposed to the DOUBTS in the prospects mind.
Unfortunately the DOUBTS are weighted about 10 times greater than DESIRE. That's why you need to CHECK YOUR PRESENTATION KIT DAILY.
An untidy brief case, dog-eared paperwork, crumpled brochures, unclean shoes, an unwashed car, or dirty tie or bad breath could just be the one thing that COSTS YOU THE SALE.
Ironically, over the years, I have noticed the better average seller is usually the worst offender over time, they tend to believe in their own importance, and as a subsequence feel to important to bother about their manner of presentation, then wonder why their results are not as good as they used to be. Just for a moment, imagine how the prospect must feel looking into that briefcase, at the contract that looks as though its tried to sell 20 prospects, or turning away from bad breath, or worse still counting the gravy stains on the tie. To the seller, they're little things, - but not to the prospect.
IF YOU DON'T INSPECT YOUR KIT - YOUR PROSPECT WILL DO YOUR INSPECTION FOR YOU - AND SCORE ACCORDINGLY. IS IT WORTH THE RISK?
How would you Rate your Loyalty to Your Company?
If you can't give 100% to your company; if you can't keep your tongue from wagging; if you need to complain about others; if you feel you're being treated badly; if you don't put in 100% daily, you have one of two choices. Have it out with your superiors and try and resolve the problem.
If you honestly can't give 100% loyalty (without compromise) to your company - then find yourself another job. You're costing everyone money (including yourself) and you're giving the selling profession a bad name Do you ever Dwell on the Things you did Wrong? Do you?
Anyone who has ever taken up golf will tell you that in order to improve you must congratulate yourself on your good strokes and FORGET THE BAD. Because in the early stages the bad are usually so bad, and so plentiful, you can be turned off playing for life in a short time. In time, the good strokes played increases and your game improves. But even as a professional, you never play a perfect game.
There are always the bunkers, roughs, water hazards, and the customary hills and valleys to contend with. Yet so many give up ever so easily when confronted with the occasional difficult prospect, or a short period where they don't score sales. They don't forget the bad strokes and congratulate themselves on the good (as a winner would) - they simply give up.
Do you ever Say to Yourself – But I Pass my Quota!
Let me paint you this picture. You're the Sales Manager and you have two better performers in a team of 10. Every time you try and get them to achieve a little more you hear "But I've passed my quota each month - what more do you want, I get my share?"
My answer is, "Why should anyone that can get business be satisfied with just getting his or her share? You deserve more than your share". NO PROFESSIONAL SALESPERSON IS EVER SATISFIED WITH JUST ACHIEVING OR PASSING QUOTAS. PROFESSIONALS STRIVE TO REWRITE THE RECORD BOOKS.
Do you Enjoy Doing the Paperwork – or is it just a Real Drag?
No company can function without its record machine. In most cases the record machine is a computer. But computers need to be imputed and this is why reports are so valuable.
If everyone of us was 100% efficient, 100% reliable and 100% honest in the way we worked each day there wouldn't be any need for reports. Unfortunately, statistically most sellers don't work at a greater capacity than 60%. Some even reach 65%.
Reports highlight areas of weaknesses, areas of need of correction and areas which will cause problems in future if not corrected before they get out of hand. The person that says, “I don't like doing paperwork,” is the person who is saying "I don't want my weaknesses exposed – I’m doing alright as I am"
If you're one of those, doing your paperwork and accepting help from someone who knows, will increase your income, cut your on-road time and increase quality family time.
This Article is by Peter Collins - In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring. © Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 2015, all rights reserved. Peter can be contacted through his website – profitmakersales.com -Submit your articles to AMAZINES.COM
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