LOW SALES MAY BE CAUSED BY FACTORS OUT OF YOUR CONTROL
Here’s another thing to consider, a salesperson’s low sales might be caused by a variety of outside factors, including economic conditions, world events, new competitor product lines or even a variety of internal factors including lack of training, low motivation, low stamina, poor people or time management skills.
Whatever the issue, most salespeople feel the pressure from management to increase sales However, a good salesperson that’s confident in his or her ability absorbs that pressure and never passes it on to the customer. A professional knows that any sense of pressure or urgency that a customer feels should come from the need to solve a problem rather than from the salesperson. One of the best ways to avoid being a desperate in sales is to seek out customers who are seeking solutions to their problems and then work at ways of offering them those solutions.
TOP SALESPEOPLE WORK ON BUILDING ON THE SELLING PROCESS
Today’s top salespeople realize that if they understand the finer points of the overall selling process, they will be closing smaller things with the client (trial closing and power closing on minor issues) before they get to close the order. This is contrary to what the average seller believes or wants to recognise or even understand . . . that closing is not just a phrase or a wonderful new technique, but a fully understood and carefully executed process.
THE FORMAL APPOINTMENT IS THE FIRST THINGS TO BE SOLD
Top salespeople fully understand that they need to effectively close on an appointment of sufficient length to conduct a sales interview before the formal presentation can take place. That is just the first step, because at this point if they do not gather sufficient information for the meeting, then they may not be in a position to have sufficient information to develop a presentation that is both compelling and effective. To them, closing on the meeting is merely “moving toward a commitment” for the formal presentation.
THAT’S HOW PROFESSIONALS MAKE SALES THAT SET THEM APART
Successful salespeople don’t need to worry about closing. Most professionals will tell you that once someone gives them an appointment, they invariably assume the sale is closed. True professionals understand that prospects who know they don’t need help, also don’t give out vital detail and make appointments with salespeople. If only the average seller could grasp that one fact.
THAT’S WHY PROFESSIONALS MAKE SALES THAT SET THEM APART
Experts advise that until the prospect has been sold on the meeting, or any product or service presentation, may just turn out to be an exercise in providing information only to the prospect. Unless the prospect accepts the need for the interview based on a real need to investigate the product or service in question, a sale cannot take place. That’s why salespeople must have a total commitment on the purpose of the meeting and the desired outcome, before undertaking a formal presentation. Not ensuring this on every presentation is one of the fastest way to fail in sales.
BUT THERES MORE THAT SETS THE TOP SELL APART FROM OTHERS
In the pursuit of the professional life we dream of, the sales journey most of us are on today is generally for the pursuit of a successful lifestyle. On the other hand, those in the top 1% of the selling field have a different determination of life.
Their focus is usually on working out what it is exactly that they want out of life and then setting themselves on course of going for it and getting it. Selling is the means and the profession they choose to achieve that dream. And to them their vocation is as important as their dream, and therefore the two are tightly intertwined both are afforded the identical passion and respect. Neither becomes the favourite.
#SalesTips, #LowSales, #Factors, #CausedByFactorsOutOfYourControl, #OutOfYourControl, #BuildOnTheSellingProcess, #NumbersOnTheBoard, #Success, #FormalAppointment, #SetThemApart, #FirstThingToBeSold, #AchieversAreTheBestTeachers, #TotalConfidence, #ExpertsDealWithFacts, #RealFacts, #AttractedToThings, #SalesSuccess, #CreateLastingSales, #ClosingSales, #Sales, #PeterCollins, #PeterCollinsProfitMaker, #ProfitMakerSales, #Selling, #ProfitMakerSales.com