6 explanations for not having more sales

When a company fails, the usual reasons get trotted out; "unfavourable market conditions" "the longest recession since xxxx" "fashions have changed" "the internet". Maybe it's the same if you don't reach your sales targets? 

In my book these all group together into one 'not me guv' excuse. Anyone hiding behind these reasons for a failing business or (closer to my specialist subject) lack of sales, is what's called 'in effect'. They are letting those external factors be an excuse for their own lack of achievement. They need to look somewhere else. And if you know me well you'll probably know where I'm going with this.

If you are not having the level of sales or business success you need right now, my question to you - and it's a challenging question is...

How, by your actions or your non-actions have you contributed to your current situation? 

For example...

Where have you procrastinated? 
This is one of the most common causes of failure. Most of us are waiting for the "time to be right" to do those things that will make a big difference. Well the time will never be "just right", so start where you stand, work with whatever tools you have, and find better tools as you go along.

Where have you shown lack of persistence?
Most of us are good "starters" but poor "finishers" of everything we begin. Many give up at the first sign of defeat. There is no substitute for persistence in sales.

How defined is your purpose in your job and your life? 
The most successful people in sales and business that I've ever met knew exactly WHY they were on the path they were on. It wasn't just for their professional success; it's that they had a crystal clear vision of what they were going to do with that increased success. Many I meet who are struggling do not have that beautifully defined aim.

How are you developing your personality? 
There is no hope of sales success for the person who repels people. When you reflect honestly, is your persona drawing people to you - or driving them away? If you're driving them away, what adjustments can you make?

What do you believe about you? 
What do you believe about your own sales ability? If you're not achieving the sales you need it's highly likely that your limiting beliefs are at play. You may be aware of some of them. Others are buried beneath the surface. Beliefs about yourself will massively impact on whether you hit your targets or not.

Where have you been over-cautious?
If you take no chances at all you'll be left with whatever is left when others have finished choosing. Over-caution is as bad as under-caution and both should be guarded against. Remember though, life itself is filled with the element of choice, all day, every day.

Sales Success? It's all about the psychology. 

Until next time.

Leigh 

results@sales-consultancy.com

020 7903 5426

www.sales-consultancy.com 

For previous 'Tricks of the Trade' go here

The Biggest Sales Mistakes - Number 4

You know, it's amazing how the biggest sales mistakes are often the simplest.
Take Mistake Number 4 in my report "The 9 Biggest Sales Mistakes"... 

"Too much talking, not enough listening"

Very common in business generally, extremely common in sales.
Modern selling is much more than pitching and overcoming objections. It's about rapport, consultation, engagement - and making connections in a whole new way.
Think about your customer and prospect meetings, the chances are you're doing most of the talking. Ouch. All those lost sales!

Listening...

...is a vital skill that is often neglected and yet is crucial to your sales success. 

Before responding during a conversation, be aware of the five stages of effective listening:

1. Hearing - taking in the sound

2. Listening - Really paying attention and trying to make sense of what you are hearing

3. Understanding - Checking with the other person to make sure you have taken in what they said in the way they intended

4. Acknowledging - letting the other person know you have heard and understood what they have said

5. Responding - your response to what has been discussed

On many occasions people go straight from stage 1 to stage 5! They jump to conclusions, miss vital information and leave the other person feeling misunderstood
or ignored. Learning to implement these stages naturally will rapidly enhance your listening skills and make you a much more effective sales professional.

Ask a question - then SHUT UP!

When you ask open questions your client will go into dialogue to respond which gives you the opportunity to learn more about them.
Once you've asked an open question it's really important to SHUT UP! - and listen. Let your client answer without interruption. Focus on listening 100% and don't be distracted by internal thoughts or dialogue. Thinking about the next question will stop you hearing useful information.

The next question is easy when you listen - it comes naturally from your client's response.

When listening - avoid distractions. Those golden nuggets of information may well be buried. Give them the attention they deserve. As they respond to your insightful open questions, when they have finished, leave a gap of a few seconds before you speak. On many occasions you will find the most crucial information follows after this short gap.

Spend time with a work colleague and practice listening. Ask open questions and listen to the answers without verbalising any comments or opinions. Feedback to them your understanding of what they said to check how effective your listening skills are.

By the way - if you're wondering what the other 8 Biggest Sales Mistakes are - click here and get the report. 

Until next time.

Leigh 

PS: Love what you do...BUT scared of selling? Register for my March Sales Workshop HERE 

results@sales-consultancy.com

020 7903 5426

www.sales-consultancy.com 

For previous 'Tricks of the Trade' go here

Closing a Sale in 5 Minutes

How frustrating is it when you put in lots of hard work for little or no reward?

Perhaps you’ve been working on a tender for a big contract only to see it cancelled, or awarded to a competitor? Or you’ve given a fabulous sales presentation, only for the meeting to grind towards its end with no sign of closing a sale?

Maybe you’ve quoted and you just can’t get an answer no matter how often you contact them? What about when you think you’ve been fobbed off - they probably don’t want your products but they won’t tell you outright so you keep contacting them ‘just in case’?

We’ve all been there - it’s frustrating and time consuming. The dilemma - do you chase old ‘maybe’ business or spend more time generating new enquiries?

Closing a Sale in 5 Minutes…

The Issue
The meeting’s gone well. You’ve got a fabulous connection with your prospect. Rapport levels are high. They seem attentive. They seem interested. You’ve impressively answered some minor objections that came your way. Yet there’s something that’s holding you back from asking outright for the business.

What to do next?

The Solution
Three Killer Questions. Before you embark on the first question, make sure you have good levels of rapport with your prospect. If there is any ‘edge’ present, these questions won’t work. With fabulous rapport, they always deliver.

So, back to your meeting. It’s coming to an end and you need to close the sale.

Question Number 1
At the end of your conversation, ask:

On a scale from 1 to 10 – 1 meaning “it’s over…don’t darken our door again” and 10 meaning “we want you to start straight away”…where would you say we are?

THEN…SHUT UP! This is critical to ensure you give the silence that allows your contact to think.
Give them time. Allow your prospect to respond. They will give you a number. Don’t be too attached to the number. The golden nugget is their response to the next question.

Question Number 2
 Ask…

What would need to happen to get us to a 10?

SHUT UP! Again…this is critical. Give them more time to think.

Allow your prospect to respond.

You have now identified the gap between what you’re offering and what your client needs from you before they can say ‘yes’. You now know how close you are to securing the deal.

If you are able to resolve the gap immediately you’ll be able to close the deal there and then.
Some answers will alert you that these prospects are unlikely to ever buy. Disappointing yes but good to know there and then not several weeks and many follow ups later.

Question Number 3
Open question.

What would you like me to do next?

Their answer is usually like all the jigsaw pieces falling into place. They are explaining exactly what the next course of action is - talking as if you’re already on board.

Agree on the next course of action and be sure to maintain your control by agreeing when you will get back to them.

Asking these questions will change your sales results! They identify how close you are to a sale, they identify how big the gap is - and exactly what you need to do to bridge the gap. And you both decide whether or not you have the means to bridge the gap. All usually in a few minutes.

By slightly tweaking these questions you can use the ‘out of ten’ technique in other situations - for example staff appraisals and job satisfaction surveys come to mind.

Hope this technique brings you lots of success.

Leigh Ashton
www.sales-consultancy.com
020 7903 5426
leigh@sales-consultancy.com