MODERN SALESPEOPLE JUST WANT THE EASIEST WAY TO SELL
I quickly learned that modern salespeople, the ones that are being spoon-fed by their employers, who also provided them with books, CD’s, training and external seminars, were the same ones that were anxious to learn the latest selling concepts or the newest closing techniques, so they could turn (what was already an easy work life-style) into an easier work life-style.
Guess what. That oasis didn’t exist around 30, 40 or 50 years ago, and it definitely doesn’t exist today.
THEY BELIEVE THAT CLOSING IS WHAT THEY NEED TO IMPROVE ON
What today’s modern average seller is yet to understand, is that the ability to close is not a survival issue. Having the ability and knowledge necessary to ensure that a sale is made is the only issue worth considering.
But they go off on tangents on the mistaken belief that their employers do not want to pay salespeople for sales calls that end in “No” or “Maybe”. And that’s why they believe that there is a simple way to get a “Yes” on every call. But that couldn’t be farther from the truth.
IF NOT CORRECTED, DESPERATION CAN BECOME THE NEW ISSUE
Whether we believe this or not, every one of us gives off certain vibes that can make a prospect feel good in our presence, and at other times feel really uncomfortable. Discomfort, in turn, can create doubt and doubtful and uncomfortable prospects tend not to buy. The same doubt can be just as apparent when we leave a voice mail as it is when we sit down in front of a potential customer.
Women are usually better at sensing this than men are, but men also sense things just as quickly if they are constantly observing, evaluating and analysing the performance of others . . . and that’s what most managers do.
AND DESPERATION CAN BE A REAL CONCERN TO MANAGEMENT
So let’s talk about desperation in salespeople. No matter what level of desperation the salesperson is suffering, it’s still desperation and desperation creates other on-going issues and problems, that if not addressed can have dire consequences both for the salesperson and employer alike. So let’s investigate this further.
According to the dictionary, the word “Desperate” means “having lost hope” or “suffering extreme need or anxiety.” Taking each of the words stated above, desperation takes on a new meaning:
1) If someone has “lost hope” they have generally lost the will to do most things. In this instance that could mean they have lost the will to anything. They may just go into remote control mode and stay there. Now, that’s a worry.
2) I they are suffering “extreme need” then they could be capable of resorting to a variety of extreme measures to keep their figures up. That could mean a compromise of ethics and integrity. In so many cases I have experienced desperate getting the sale at any cost.
3) If “anxiety” is allowed to take a grip any number of “downward spiral type issues could follow. Depression is one that can cause one to camouflage their anxiety making it hard for the average manager to spot.
Each of the three above is at the extreme, but it is well worth noting them all at this point.
PROFESSIONAL SELLING IS NOT A MONTH TO MONTH PROPOSITION
If the purpose of business is getting and keeping customers, then the purpose of a salesperson is to develop a customer who will buy more than once and whose experience will be so positive that they will give the salesperson additional referral business too. Salespeople who have lost hope or are anxious are the ones who perform differently than self-confident, hopeful salespeople.
Desperate salespeople also have a different mindset, their purpose for making calls takes on a new purpose, and that purpose is to make a sale at any cost in order to keep their job for another month.
#SalesTips, #ModernSalespeopleWantTheEasyWay, #EasiestWayToSell, #ClosingNeedsToImprove, #DesperationCanBecomeANewIssisue, #NewIssue, #ConcernToManagement, #NotMonthToMonth, #SpoonFedByEmployers, #InternalTraining, #ExternalSeminars, #SalesSuccess, #CreateLastingSales, #ClosingSales, #Sales, #PeterCollins, #PeterCollinsProfitMaker, #ProfitMakerSales, #Selling, #ProfitMakerSales.com