The Sales Leader
Cutting Edge Strategies for Sales Leaders by Colleen Francis
I’ve noticed something about sales managers, companies and even salespeople. They tend to overcomplicate the selling process. Could members of your sales team be falling victim to this trap?
There are only four things that you need to do in every single sales process, so keep it simple.
I’ve been giving a lot of thought to what makes a successful salesperson and I realize that one of the key components of all the top performers that I talk to is resilience. They are absolutely committed to keep going even in the face of adversity.
Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run?
In my years of consulting, I have rarely (and I mean rarely!) come across a seriously flawed sales strategy. However, I have come across many (and I mean many!) sales strategies which ultimately fail.
So, what’s the missing link? If most sales strategies are sound and concrete, why do so few of them make a lasting impact?
One of the things that I’ve noticed that really holds salespeople back is their inability to ask for the sale. Well, I shouldn’t say “inability” because everybody is able to ask for the sale, many of us are just not willing to. We fear rejection. You can be a great prospector and a great negotiator and you can handle all the objections, ask all the right questions but if you never ask for the sale, then you’re never going to get the sale.
It goes without saying, but sales can be one of the most stressful professions out there, period.
Your sales team is constantly feeling the pressure of hitting targets, keeping clients happy, ensuring the delivery of what was promised, and the list goes on. There can, as a result, be a natural tendency for sales professionals to “oversell” in an attempt to close more deals and hit their targets.