ARE YOU REALLY MAKING MONEY IN DIRECT SALES?
Estimates suggest that there would far more than two million people actively involved in sales, either directly or indirectly, in Australia – either directly or indirectly in a country 24 million people. Unfortunately, unless they are drawing a weekly wage, many of those who work on commission only survive by sheer persistence – and few of those consistently earn at the income levels promised during recruitment events. So what are they doing wrong that keeps them at that level?
Too many rely on Personality. More often than not too many who take up sales are encouraged by well meaning people, such as family and friends that tell them they would do well in sales.
Yet the ones that tell them have no idea of what professional selling is about. Many of those recruited this way believe that their natural charm, extrovert nature, and a ‘can-do’ attitude will inevitably lead to success. However, evidence suggests that ideology is Wrong!
The real story is that professional selling is a skill. It is not a profession where you can just say and do whatever comes to mind – that mindset leads to untold problems that those that stay in the industry need to continually mop up after these whacko’s. We are born with aptitude, but the professional seller needs to work on and refine a skill set in order to become a sales success.
Here are some real factors for you to consider:
Too many believe they need to make their own luck. In fact, many are initially taught that their lead’s will come from family and friends first. They are then encourage to make a list, call the best on that list, then practice on those. Some will make sales (mainly to their immediate and wider families) and then try and forge a living from those minimal company leads. But mostly they rely on instinct and then work at cultivating circles of acquaintances (called referrals and referrers) to acquire more “qualified” leads. Their mistaken belief is that sooner or later, they’ll fall into the Right Place at the Right Time.
But what they are not told, is that being in the right place, at the right time, is never a matter of luck. A professional salesperson understands that the word “luck” is generally spelt “W O R K,” and that the only viable prospect is one who is actively in the market now. Then once this prospect is found and is willing to listen to what the seller has to say, the professional then understand that this kind of prospect is able to pass on more similar prospect with the same or a similar background. That’s why the top salespeople only spend time with high probability prospects.
Excellent presentation books, well crafted scripts and colourful marketing materials can help to overcome some of the prospects’ natural resistance to today’s modern sales techniques, but no matter how well this information is presented, and no matter how slick the marketing material is, it mostly cannot compensate for poor presentations or ineffective salesmanship – mainly to the wrong suspects, or people without the authority to buy.
There are far more genuine buyers in the marketplace than there are salespeople. But those with the need to buy also want to do business with people they trust and respect. And it’s the respect when coupled with an appropriate and personalised sales presentation strategy, will in turn build relationships of mutual trust and respect. And that’s also why sales are closed and prospects buy. Most call this win-win selling.
Here are some more suggestions you could also use:
If what you’re doing today isn’t working for you, it has to be an appropriate time for a change.
I would also suggest that you are overdue in the personal development of genuine confidence and self-esteem. And these cannot be developed unless the sales novice accepts and adopts the foundations needed to encompass today’s highly effective sales processes. Why? Because these same processes, will allow you (the untrained or under-trained novice) to learn how to treat prospects with genuine respect. One you have learned that, your clients will also treat you with the same respect – and to stop envying others for their supposed “natural sales talent” as you develop real competence in selling.
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This Article is by Peter Collins – In a sales career spanning more than 53 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 68 business 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. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. 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, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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