We all know the only two reasons for lack of sales – contacts and closing percentage. But today I want to discuss the power of sales. I talk to many sales professionals in our industry. Some are high achievers who consistently average fifteen or twenty sales per month, while some are under-achievers.
What is the REAL reason you’re not making many sales?
I believe the underlying cause is not taking responsibility for your lack of sales skill.
Suppose a sales rep prospects one hour per day for the entire month. When that rep sells only two accounts rather than the goal of ten, no one will wonder who’s at fault. The rep will readily admit the fault is obvious – not enough work!
Obviously, every sales professional must go to work and work hard. If you haven’t conquered that yet, you don’t need to read any further. Get to work!
However, perhaps you DID put in the work and still didn’t make your goal in sales. Then you blame your area, or your processor, or your technology solutions, or your prospects or whatever else you can think of.
No, my friend, not making sales is still just as much YOUR fault and YOUR responsibility! You must take responsibility for your lack of sales skills.
The reps who are selling many accounts on a regular basis are passionate about sales skills. They prepare vigorously and think carefully about action steps they want the merchant to take. You should take time to think and make detailed plans.
So, first be sure you’re working hard. Then if you still aren’t closing deals,
· How about reading a sales book?
· Think about your presentation.
· Create step-by-step presentation.
· Track where losing prospects.
· Adjust your pitch accordingly.
Take full responsibility for lack of sales skill.
This happens to me all the time; I talk to people but don’t make the sale. When that happens, I realize somebody could’ve sold that person. My thought is that something about what I did caused me to lose that sale. I take responsibility for that failure.
Be passionate; track results; and make adjustments. Get rid of your sales slump once and for all!
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