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.
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.
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.
· Adjust your pitch accordingly.
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.