After listening to a series of questions from a salesperson recently, I wondered how many other salespeople have this disease – Asking Dumb or Stupid Questions with Customers or Prospects. And, after talking to a few at a sales meeting, it appears there are more than I thought asking these questions.
So here are three questions I hear often:
The seventh and final sales Myth is sales people don’t need any new training or development. Some believe that experienced sales people already know all about selling. The only thing required is more product knowledge! Why do these organizations find sales results less than expected? Because sales people are focused upon products and not the customer.
I am amazed how often “experienced sales managers” tell me that investing in sales training and development is not his or her responsibility. Or the worst excuse is – we have no budget for this activity. Yet, in the same breathe, they talk about how sales will increase this year! How? They have no new products or services, no new sales people, no new territories, and no new sales methods. I call this “growth because I said so!” The old traditional parental approach of having no explanation for change – it’s just going to happen. This does not work for sales or parents.
The final Truth is that sales people need continuous development. The risk of poor selling strategies is a permanent loss of a customer. The excellent salesperson must have skills and knowledge in products, and have mastered effective communication, industry norms, and the ability to manage many different customer’s personalities. These are skills and knowledge that develop relationships with customers. These relationships are based upon rapport, trust and a clear focus upon the needs of the customer.
The understanding of these myths and truths have assisted our customers to successfully increase their bottom lines. The key is learning. A commitment must be made to improve the quality of the sales team. We find that successful companies invest 5-15% of annual sales payroll in development practices. Join the winners today!
Contact us today to join the ranks of the winners in sales growth and profitability. We have assisted our clients to consistently grow. Our office hours are 8-5pm Central Time and our phone number is 901-757-4434.
This ninth step is a bit different from the first eight, however, no less important. The actual step is:
“Practice, Practice and Practice some more.”
Most sales people look at this statement and say things like – “That’s not important.” ; “Situations never go the way a role play does!” or “I don’t have time to practice – I need to sell more!” DUH! These people don’t get it and it’s a terrible mistake. Practice makes things better, smoother and more natural. Let me discuss a few advantages and methods for getting sure fired results from PRACTICE.
Continue reading ‘Becoming a Sales SuperStar – Step 9 – Practice’ »
![[Ask]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/ask.png)
![[BlogBookmark]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/blogbookmark.png)
![[Bloglines]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/bloglines.png)
![[del.icio.us]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/delicious.png)
![[Digg]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/digg.png)
![[Facebook]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/facebook.png)
![[Faves]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/faves.png)
![[Google]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/google.png)
![[LinkedIn]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/linkedin.png)
![[Newsvine]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/newsvine.png)
![[Reddit]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/reddit.png)
![[Squidoo]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/squidoo.png)
![[StumbleUpon]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/stumbleupon.png)
![[Technorati]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/technorati.png)
![[Twitter]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/twitter.png)
![[Yahoo!]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/yahoo.png)
![[Email]](http://insights.inneractiveconsulting.com/wp-content/plugins/bookmarkify/email.png)