Whilst we don’t like to focus on the negative at Sales Engine, we do find ourselves having a very familiar conversation with our partners and customers. This conversation tends to revolve around how best to overcome some of the common stumbling blocks that a number of their sales people face.
The last time we had this conversation it produced a real light bulb moment (at least in our head it did…) – we should share them with our blog audience…
So we have.
Over this blog and it’s cunningly titled sequel, Part 2, we’ll look at the 6 biggest hurdles to sales people succeeding. Into the 6 now (in no particular order):
No. 1 – Going your own way
Most people aren’t good at asking for help. For some reason human nature means we prefer to bumble along and try and muddle through the best we can. Salespeople, good and bad, do it all the time…
Truth is the best salespeople understand what they are good at, but more importantly what they are not good at. By doing so they know when to call the experts in and this only goes to strengthen how people see them.
Put simply, the sales person that fails to see when they need help will flounder.
No. 2 – Confidence turns to arrogance
Many a top sales person gets carried away with their success and starts to believe their own hype.
Never forget that there will always be hungry, keen and good people along the way and simply believing in your own importance will not keep you at the top of tree. The person who is humble in their own quality tends to maintain a high standard.
No. 3 – Opening everything…but never closing
Many salespeople spend so much time polishing everything or getting as much information lined up as they can that they actually forget to sell.
Yes – of course preparation is key but some people confuse being prepared with getting every bit of info possible for every eventuality.
It’s a difficult balancing act but those that work it well will get the right amount of information to their potential clients (give or take a bit) but will still be able to close out deals and move on to the next ones.
So that’s your first 3 for starters. Any sound familiar? Tune in next week for the second half.
Tags: Bid Support, sales, Sales coaching, Sales Engine, Sales Presentations, Sales training