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The Sales Buzz Issue 230 - Raise Sales Performance
April 30, 2014
Raise Sales Performance
Raise sales performance with a simple training technique that will show you exactly what to do.
What happens when your sales performance comes to a standstill. When you get stuck in a rut.
It happens to us all at some point in our career.
We keep taking the actions, making the calls, going through the sales process, but sales don’t close.
Your motivation takes a dive and you lose confidence.
You’re on a downward spiral and you don’t know why.
So what do you do about it, what can you do to increase sales results.
Try this training technique that I use with my teams when they need to raise their sales performance.
When sales are not closing the first thing you need to know is what you are doing that needs improving, which part of your sales process is not working as good as it should be.
The first action you need to take is to understand where you are getting to in the sales process. Start by making a record of all your sales meetings with potential customers either on a computer or in a notebook.
Each record should include where you got to with the prospect and what stopped you from winning the sale. One of the most important facts you need to know is exactly what stopped the sale. If you don’t know this how can you know what action to take.
Know you're objections
As a sales manager one of the things I train my teams on to raise sales performance is the difference between a smoke screen objection and a real sales objection.
If you get a smoke screen objection it is lacking in detail, no specifics, and often just a casual statement thrown out by a prospect, such as, they’re not interested, it’s too expensive, or leave me some information. They are not objecting to anything you are proposing, they just haven’t bought in to your sales process and they haven’t seen the potential benefits they could gain from you.
If you get a real objection then at what stage of the sales process did this arise and what did the prospect object to. Noting down where in the sales pitch the sales stopping objection came up will tell you which of the sales stages you need to work on.
Noting down the real objection tells you what you need to change in your sales pitch, what you need to add to your meetings with prospects to stop these objections happening.
Now take action
When you have notes from several sales meetings and there is a clear pattern emerging that shows you where you are losing the sales you can then take targeted actions to make improvements that will increase your sales results.
Once you have made notes from some of your sales meetings with prospects it’s time to take action and improve your sales pitch and increase the effectiveness of your sales process by looking at Raising Sales Performance…
I'm Stephen Craine from the website Sales-Training-Sales-Tips.com
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