Category: Sales Training

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What Keeps a Salesperson from Being Great?

Most people want to be great at what they do, and if they don’t want to be great, it makes you wonder why they want to even do it at all.  This is so true with salespeople, but considering how many people you have known in sales, what percentage of them would you consider great? What was it about the remaining salespeople that didn’t meet the mark? Can the gap be closed to create more great salespeople? Yes, if you can identify some of the key factors that keep them from being great.   

 

Sales is such an interesting department in businesses because it is so vital to the health of every single business, and yet we invest so little into this critical component. Training is lousy if it even exists at all. Very few managers know how to manage and coach salespeople well. To make matters worse, most salespeople are even embarrassed to admit that they are salespeople. They will go so far as to change their job titles to ‘account rep’, ‘business development’ or ‘client advisor’ to avoid any stigma associated with being a salesperson. As if customers couldn’t tell the difference. So it’s no wonder why so many salespeople don’t become great. Common reasons include:

  1. Lack of proper sales training – Very few organizations have a formal training program. This is especially true of small businesses. Fortunately, there are a lot of third-party options to help you with this. You can also find out more about Scorecard Basic Training and Sales Objection Training here.
  2. Lack of an effective sales process – Be honest; are you mostly winging it? Many salespeople are because they are too proud to write out their process. If you need help with your sales process, check out Scorecard’s Tools and Templates to streamline your organization’s sales process.
  3. Lack of sales experience – Hey, we all have to start somewhere. This is one that you cannot control, but it is important to use our experiences to our advantage.
  4. Lack of preparation – It is all too common that salespeople do not like to plan. Again, too often salespeople are winging it. Take the time to get organized and develop the necessary disciplines.
  5. Lack of self-confidence – We all have bad days, and sometimes our lack of confidence is easily detected by our customers. Read these tips to help with your confidence.
  6. Lack of self-control – We give in to our impulses too easily and lose control of our sales. This is usually seen as desperation by our customers. 

There are certainly more items we could add to our list, but these are usually the top issues. At least one of these reasons is constantly getting in your way. Customers, as a result, are taking control of the sale and taking your profits. It’s not that you can’t be great, it is that no one has shown you how to become great. Discover which area you need the most help with so that you can take your first steps to being great.

You Only Fail When You Quit

Sales Coaching, Sales Training

Sooner or later you need someone to encourage you to keep trying. In sales, that need occurs more often than any of us are willing to admit. The life of a sales person is high highs and low lows and hardly ever in the middle. That’s the life we chose and let it be so. But what happens when the hard times just won’t give in? We’ve all found ourselves in the death valley of sales. There is no sign of life and we question whether we should change our careers, will we be fired, is there something wrong with me and simply, what am I doing wrong? Some days you are ready to throw in the towel and stomp on it a couple of times. Are you ready to accept that you are a failure? 

 

The only time you truly fail is when you quit. Let’s be honest, maybe sales just isn’t for you. Or, the more likely conclusion is to figure out what isn’t working and change it. Salespeople have to deal with a lot of rejection, but that is not the same thing as failure. Roll up your sleeves and fight the good fight. Change will not happen immediately, but you can turn things around and here are 5 things you can do to get started.

 

  1. Attitude – Yes, I understand that pointing this out is not going to make headline news, but it must be discussed because, frankly, everything hinges on this. If you maintain an attitude of failure you will achieve just that. I know it is difficult to change your mindset, but until you do, nothing else you do will matter.
  2. Behaviors – This is the natural progression from the topic of attitude, but have you examined what habits are holding you back?  Are you really putting your best foot forward or have you been stung by the busy bee and forgot how to be productive? You have to do something different. 
  3. Try something new – The world will not change for you, so if you don’t try something new, why should anything be different? Try a new market, a fresh approach, network with new people. Whatever you do make sure you get out of your comfort zone; it is not as comfortable as it appears.
  4. Get help – Salespeople are notorious about not asking for help. We don’t like to show any signs of weakness. You have to rise above this and reach out to someone you respect for honest feedback. Seek to listen to what they have to say. If it makes sense, perhaps you can ignite a mentor relationship. Salespeople with mentors always perform better than those that don’t. 
  5. See your success – I understand that it is hard to see the promised land when you are wandering the desert. If you truly cannot see your goal, then chances are it will never find you either. And don’t see the leap you need to get there, but the steps it takes each day until you arrive. 

The Assumption Technique; When Hot Leads Turn Cold 🧊

Marketing, Sales Coaching, Sales Training

There’s nothing worse than seeing what you felt was a sure thing in terms of a sale slowly drift away from you and into the land of wind and ghosts. 👻 What in the world happened?! You did everything right and the customer said all the right things, but now they won’t return your call. 📞Was it something you said? Were you just being played for a chump? Are they just on vacation? There are all sorts of questions we ask ourselves when a hot lead turns cold, but the most important question is what do we do now❓❓

 

You were really counting on this sale, and now you are feeling desperate. You’ve considered offering a discount, showing up to the office to confront them  or, heaven forbid, stalking them on social media to see if you can glean an answer there. Before you act on your desperation and give up all control of your sale, there is an effective technique I recommend to either get the sale back on track or just walk away; The Assumption Technique. 

 

Before I hand this method over to you, we have to at least talk briefly on why the hot lead went cold in the first place. The answer is usually simple. You either have a very shallow sales process or you made the conscious decision to skip steps in your sales process. I can tell you that it is better and easier to correct this issue than it is to use the Assumption Technique, but let’s face it, sometimes we do everything right and the customer just runs off without warning. When this is the case and you want closer on the deal or the situation, it’s time to give the assumption talk. This can be via voicemail, email, or even letter, but here is the final message unless they truly do want to do business.

 

The Assumption Technique:

“You know what they say about assumptions. Since you haven’t responded to me by now I can only assume that you are no longer interested in our (product/service). If that is so, I can be okay with that, although I’d be a little disappointed all the same.

If I read the situation wrong, please let me know. Otherwise, I wish you the best of luck.”

 

It’s that simple. If they don’t respond, then you know you can walk away with the confidence that there is no deal to be had and you can quit chasing this one. However, oftentimes you’ll find the message is powerful enough to get them to break their silence and tell you what is really going on. There is something about the word ‘assumption’ that motivates people to respond and, best of all, this can put the control of the sale back in your court. Give it a try the next time you have a hot lead turn cold and let us know how it worked for you.

Are Your Customers Cheating On You?

Business Analysis, Sales Management, Sales Training, Strategy Planning

Have you ever met up with one of your customers only to find them holding the pen of one of your competitors? BUSTED! They were cheating on you and you feel your eyes turning red. “But wait,” the customer says, “I can explain.” Okay, perhaps it didn’t go down like a lovers quarrel, but for you it kind of hurts the same. If they are an important client, chances are they have a desk drawer full of your competitors pens, magnets, note pads, drink cozies or whatever clever swag they came up with. But is your customer cheating on you? The answer is ‘maybe’, depending on what your definition of cheating is. 

 

Let’s face it, most (if not all) of your customers are considered attractive to your competitors. In fact, it is your competitor’s job to woo the customers away from you in the same way that it is your job to do the same to them. When it comes to customers, it is only a marriage when it is a well written contract, but in most cases, it is just casual dating. They can talk to whomever they choose. 

 

The question is whether or not you should be worried. Chances are probably not, but it does raise an interesting point, who is getting more face time with your customers; you or your competitors? How often do you interface with our customers? Let’s assume at least once a quarter. Is that enough?

What does the math say? Let’s say you have at minimum 3 strong and aggressive competitors and each one reaches out once a month whether it is a phone call, email blast or whatever. Here is the annual net sum:

 

You x 4 = 4

Competitors x 3 x 12 = 36

36 > 4

If you courted your clients as much as your competitors do they wouldn’t stand a chance. This isn’t feasible but it has to make you wonder, are you making your customers feel special in the same way that you competitors are trying to do? Examine your book of business closely, track how often you are staying in touch as well as the quality of that touch. Are you looking for new ways to add value, or just filling orders and collecting checks? If you’re doing everything to create a great customer experience, delivering value and in good communication with your customers, chances are slim that they have no intention of cheating on you and your competitor’s swag stays in the junk drawer. 

They Won’t Buy What They Need, They Buy What They Want

Marketing, Sales Training

People only buy two things: solutions to problems and things that make them feel good. It’s as simple as that. Unfortunately, modern sales training tells us that people only buy when there is pain and that is not true at all. Yes, pain does motivate a sale, and on its own can be an effective strategy, but it misses an entirely different buying process that is based on good feelings. 

We are all selling something that someone else needs, but why do those people not always buy from you? Is it because their pain isn’t great enough, or maybe you just didn’t know how to make them want what you have. Most people do not want to buy on pain (unless they are going to the pharmacy), so how can we balance their pain and need with their want? ‘Pain’ starts the conversation, but ‘Want’ closes the deal, and here are a few ways you can do it.

 

  1. Benefits, not features – Don’t focus your pitch and presentations on your features. Design them around the benefits and the feelings what you sell creates. People buy more on emotion than on logic (although they don’t realize it). How will your customer feel once they begin using your product and service?
  2. Reviews and testimonials – If you don’t have them, do everything you can to get them. Once you have them, do everything you can to let customers see them. Customers always relate to the feedback from others. It builds their confidence and changes their needs more into wants. 
  3. Demonstrations – Let the customers see for themselves how your products and services feel, sound, smell, etc. There is a reason why food companies give out free samples. Let your customers ‘taste’ what you have to get them from a need to a want. 
  4. The most important thing – Learn what is really motivating the buyer and deliver specifically on that want. HINT – price is never what is motivating a buyer, it is only a symptom. Whether it is better quality, unique offerings, or superior service, if you get this part right, the price will not drive the entire buying process.
  5. The customer experience – Profits are made and lost in the customer experience. The customer experience is the emotions you create within the customer with every touch they have with you and your company. Simply stated, you must make the customer feel like they are the most important thing by making everything easy while addressing their needs. 

What’s Wrong With Asking For A Little Help?

Marketing, Sales Coaching, Sales Training

Salespeople are a prideful bunch. So are their managers. We always love to act like everything is under control and very often this may be true. But what happens when things aren’t going so great. When is it time to ask for help? We don’t like to ask for help because it is a sign of weakness and we worry about how this weakness will be perceived by others. That can be your boss, your customer base, your competitors, or your respected peers. So we just pretend that everything is okay while deep down we are actually suffering.

Believe it or not, relief from your struggles starts the very moment that you ask for help. ,(Read: Do We Need a Sales Coach?) Admitting you need help is one thing, but seeking the solution is another. Some of the most successful people in not only business but in sales are the ones that ask for help at the right time. When it comes to sales, Scorecard is here to help you. What’s wrong with asking for a little bit of help? Here are 5 things that might be a sign that it is time to ask for help.

  1. You are not meeting sales goals – It’s easy to focus on sales goals. I’m not talking about just missing it in the last month. I mean consistently missing it month after month and things are starting to feel a little scary. (Learn more: ,“6 Reasons Good Salespeople Stop Reaching Their Goals”)
  2. Competitors are taking your business – You once had a respectable book of business, but customers are leaving you for the competition. Sales are hurting and you have no plan to win them back while attracting new customers.
  3. The sales team is disengaged – Sales meetings are unproductive. (for help with this, visit: ,Sales Meeting Agenda Tools & Templates) Salespeople stop communicating or worse, leave the company. You can feel the tension building.
  4. You no longer have a plan for growth – You used to have a competitive strategy, but frankly, you’ve lost your edge lately. You want to get back out there and compete but you’ve lost your way. (more about this:, One Page Sales Plan – the Start of Sales Strategy)
  5. You feel like you have exhausted your options – You’ve tried to do everything you can to figure this out on your own but you’re not getting anywhere. You are now officially stuck.

It’s time to ask for help and it’s okay to do so. Reach out to Scorecard for help with your sales goals, sales team, and sales culture.

Our most successful clients are winning sales awards, breaking records, gaining new business, and learning new skills. How’d they do it? They attended sales training, created a new sales culture, engaged in one on one sales coaching, and embraced Scorecard methodology and technology.

They did it and you can, too. Read what they’re saying online, ,here. Then contact us at ,ajacobs@scorecardsales.com to learn more and get some help today.

Never Lower Your Price Until You Ask Twice

Business Analysis, Marketing, Sales Coaching, Sales Training

Customers will make their purchasing decision based on price if they perceive no other value. This is an old sales truth that will never change. A major part of our role as salespeople is to communicate that value in a compelling way to the customer. Easier said than done for some of us. As salespeople, we acknowledge that customers can get similar products and services from our competitors, although we’d rather not call attention to it. When the conversation of options comes up, you can bet that price will be a part of that discussion.

You want the sale and the customer will make you work for it. So if a customer wants a discount, shouldn’t they work for it as well? Most salespeople dislike price objections and buckle under this pressure every time. This is the point where you usually lose control of the sale and you adopt a defensive position. It is critical to remember: Never Lower The Price Until You Ask Twice!

If you are not willing to ask for your same price twice, then you are giving up control of the sale at the most vital time. (read more about how to control the sale here.) Customers love to play games with the price, and you will lose every time you play it if you play by their rules. If you find that you have no other choice but to lower your price and it is still a fair deal, do not do so until you have asked for the same price twice. You will find that this demonstrates confidence and customers will respect you for it. Many times you will find that the customer isn’t willing to push back a second time; especially if he or she has no grounds to ask for a lower price. The customer isn’t holding all of the cards that you think they are holding. So when you get to the discussion about price and you want to stay in control, remember that you never lower your price until you ask twice.

6 Reasons Good Salespeople Stop Reaching Their Goals

Business Analysis, Marketing, Sales Coaching, Sales Training, Uncategorized

Sales is hard work and there is no doubt about it. Sometimes we have good years, and other years, well, not so much. There are times when we believe that we are a great salesperson, and if we’re being honest, there have been some days where you thought about changing your profession. It is very easy for salespeople to get in a rut and course-correcting for some salespeople is very difficult. Our goals suddenly extend beyond our grasp and once we fall behind, we lose hope of being where we need to be. We now question whether or not we are the good salesperson we thought we were.

Selling requires you to frequently pivot in order to stay competitive and relevant. When we forget to pivot we start to get farther and farther away from our goals. It doesn’t mean you are no longer the great salesperson you once thought you were, but there is a good chance that you have turned a blind eye to things that you know are important. Let’s talk about a few things you can work on to get back on track to being the great salesperson you know you can be.

  1. You are reluctant to change and take risks – Change is hard for salespeople, as it would be for most people, but our profession demands us to change more than it does for others. Consider what you do in terms of what is, and is not, working. What changes need to be made and what risks are you willing to take on? (,Fortune Favors the Bold and ,5 Tips to Becoming a Confident Salesperson)
  2. You are not paying attention to your pipeline – Long term sales professionals tend to fall victim to this issue more than new salespeople because they become complacent. You get into a comfortable place where referrals are strong and so we stop developing raw opportunities. When the referrals dry up, there is no pipeline to work on and you are left short of reaching your goals. A poor pipeline is always one of your biggest sales problems. ,(How Does My Sales Activity Relate to My Pipeline?)
  3. You think there is nothing new to learn – And I don’t blame you because sales are always sales, however, there are new techniques and technologies that become available all the time that help you stay sharp and competitive. Some of the worst salespeople I meet are the ones who pretend to know everything. (,Going to the Sales Gym – Working Your Core)
  4. You are not meeting enough new people – As salespeople, we must be in front of the target markets often and making a name for ourselves. It is exhausting work and it consumes a lot of evenings, but if you are staying within your own circles, you are ignoring the fact that there have been a lot of changes and new faces in your market. Those opportunities are going to someone else.
  5. You stopped being persistent – Instead of trying 10 different ways to get a new account, you give up after 2 or 3 tries. Persistent feels like groveling to an experienced salesperson like yourself. If you are not being persistent, that means you have a very leaky pipeline and you have been missing a lot of opportunities. (,Pushy or Persistent?)

You rely too much on past results – Many salespeople will hit the cruise control button on their sales any chance they get. It is one of the only professions that can get away with this and frankly, who could blame you for coasting a little bit to catch your breathe and enjoy life. Sometimes we try to coast a little too long and we run out of steam and before we know it, we are no longer on top. Congratulations on your past success, but there is still a lot of hard work ahead of you and you need to demonstrate that you still have what it takes to crush your goals. (While referrals are terrific, ,here’s why it’s dangerous to rely on them to carry your pipeline).

5 Ways to Fix Your Leaky Pipeline

Sales Management, Sales Training, Strategy Planning

A salesperson without a pipeline is like a farmer without seeds; that said, he’s not much of a farmer. Most salespeople understand the need for a healthy and robust pipeline of leads and opportunities so that they can hit their sales goal and earn a good living. Without it, you are stuck hoping for a few opportunities to drip in, but that won’t be enough to quench the thirst for sales. But let’s assume that by now, you already understand what your sales pipeline is and why it is important. Instead, let’s talk about the fact that your pipeline has several leaks that you didn’t even know about. Not only can you fix those leaks, but you probably caused them in the first place.

A leak in the pipeline means that there are good opportunities that have escaped you and you didn’t even know it. If you get enough leads to close then you may find this acceptable, but leaks, in any sense of the word, cost money. These are potential leads that fell through the cracks because there is a deficiency in your process. In other words, we don’t always do the best we can to develop the leads we have been given. Here are a few ways you can fix some of the leaks in your pipeline.

  1. Add more touches to your prospecting sequence – Too many salespeople are ready to throw in the towel after 3 attempts to reach someone. I don’t blame you for feeling discouraged, but you really don’t start making meetings and money until you try 6 to 8 times. In fact, 10 would be the minimum amount of times you should try to reach someone before you decide to move on. You missed a lot of opportunities just by giving up too soon.
  2. Diversify your approach to reaching prospects – So many of us rely on one or two methods to connect with people, and we prefer more passive-aggressive tactics with email because it is easier and faster. However, is this less effective? Prospects will never tell you this, but many actually like to be courted. There are a variety of ways to get your prospects’ attention besides emails and phone calls. Maybe it is time to brush up on your Linkedin and Facebook skills. You’d be surprised at how much a handwritten note sent in the mail can really get someone’s attention. Be creative and differentiate yourself from the start by adding fresh approaches to your prospecting.
  3. Increase your frequency – Sometimes we let too much time pass when trying to get the attention of new customers. I understand that you don’t want to be annoying or pushy, but one of the primary functions of your job is to interrupt people. If you are waiting more than a week for your follow up attempts, chances are you have already become forgettable. Try to schedule your touches in 3-day intervals instead.
  4. Change your message – We condition our prospects to tune out our message as it becomes noise among the other messages they are receiving. Perhaps they just aren’t connecting with what you thought was compelling. There is a good chance that there are customers that are a great fit for you, but they didn’t understand your message and they leaked right out of your pipeline.
  5. Embrace persistence – This is more than adding more steps to your prospecting sequence, this is about adopting a mindset of not giving up. Believing in yourself and acting tenaciously gives you the drive to explore the potential of every opportunity you receive. Make sure you give the opportunity your best shot before you let it leak out of your pipeline. You’ll be surprised at how many more yes’s you are going to get by pushing onward.

For more help developing your pipeline, consider sales training and coaching with Scorecard. We help create great salespeople through training, technology & coaching. Find out more and sign up ,here.

5 Tips To Keep Your Sale Moving Forward

Sales Coaching, Sales Management, Sales Training

We all had a sale that got stuck somewhere along the way. We thought everything was going great because the customer was responding so positively to everything. In fact, you felt like they were almost ready to sign, but they held back at the last minute for whatever reason and left the conversation promising to get back to you soon with an answer. Then nothing. All you have left of that opportunity is a trail of follow up voicemails and emails that feel a little more hopeless and desperate with each message. The sale is not only stuck; it is sinking, sinking, sunk. But why? Where did we go wrong? We were so close. What could we have done differently?
There is at least one mistake that you made that you can be certain of; you left the sale without any planned follow up with a definite time, method and place on everyone’s calendar. Trusting a customer to plan and execute the next step in a sale is almost certain failure and we have all done it. ‘Take a couple of days to think it over and get back to me’ is often the kiss of death for a sale. The customer now has no expectation or obligation to follow up with you unless they feel like it. Sometimes you will get lucky, but often you play a waiting game when you could have done something simple to keep the sale moving forward in that moment. When you reach the end of your sale and there is no conclusion, try these simple tips to keep the opportunity in play.

  1. Address the objection – When a sale reaches the think-it-over phase, you have arrived at a moment of truth. Do you know what the customer is hung up on? Did you ask them? Make sure you have covered all of their concerns by empathizing and asking. “I don’t blame you for thinking it over. I do that too sometimes. Do you mind me asking what portion of this sale has you the most concerned? What is the most important factor for you to make this decision?” If you haven’t already, take time to address their concern and make sure there is nothing left unspoken.
  2. Set the next meeting – Don’t leave a meeting without having the next step firmly established. Need time to think over the proposal? No problem. Let’s get a date on the calendar now for next week. If the customer cannot commit to a follow up meeting you can probe them for more information. “I sense that you are hung up on something. What is your biggest concern about making this purchase?” If there is still no commitment, it is probably time for both parties to move on.
  3. Extend an invitation – Unless you already had your customer at your office or facility, invite them to do so so they can get a sense of your quality and customer care. If they are serious about the deal, they will often want to take you up on your offer. If they agree to your invitation, there is a strong chance that you will close the deal.
  4. Perform a demonstration – Again, unless a demo is already a part of your pitch and presentation, this can be a great next step for your customer who is not ready to sign yet. Allow them to touch, test, and sense the experience of your product. Much like a facility visit, if a customer agrees to a demonstration, you have greatly increased your odds of closing the deal.
  5. Create an expectation – No one wants to be pressured in a deal, but we still have to treat one another with respect and professionalism. Some people need more time to research and think than others, but almost everyone has an end date in mind and your job as a salesperson is to learn what that is. Let the customer know what your expectations are as well as finding theirs. ‘Mr Customer, in my experience, most customers make this purchasing decision by 2 weeks. When do you expect to make your decision and can we agree on a time to meet on that date?

Did you find this helpful? Want to learn more techniques to keep your sales moving forward and close more deals? Check out Scorecard training ,here or contact us: ajacobs@scorecardsales.com.