The Sales Leader
Cutting Edge Strategies for Sales Leaders by Colleen Francis
Does your sales team know the difference between conversation and combat?
Far too often, salespeople will get into verbal hostilities with their potential buyers. They hear a question or an objection and automatically go on the defensive!
This is not a trait you want to see in one of your sales reps. You’re simply not going to close a sale with a customer you’re also arguing with. The last thing you want is for your sales rep to “win” the debate and have your customer sit back and shut up. This is a sign of apathy and it won’t lead to anywhere positive for the sales rep or your organization.
Want your sales team to be successful?
The best salespeople are constantly looking for ways to improve. They are not staying static for extended periods of time because, let’s face it, if you’re not moving forward – you’re moving backwards!
There’s almost nothing better than reaching (or exceeding) all of your sales goals for the year. A certain feeling of accomplishment is natural, and should be embraced! However, will you be satisfied if your numbers stay the same next year? Are you doing anything to improve upon your past accomplishments?
The answer for many salespeople is no. They often work hard to create temporary success and soon after end up in a worse situation than they were before because they allow temporary accomplishments to hinder their work ethic.
Here are two things you can do to improve upon your current success: (more…)
A couple of weeks ago, we talked about traits of top performers and I mentioned that curiosity, creativity, persistence, and discipline were some of the key traits. The other things that I noticed about top performers is that they have confidence and they have energy. How does this manifest itself in front of a client?
Is your business experiencing wild swings in revenue?
This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues.
What?! Let me explain.
Every time you close a sale you should be adding three to four more leads to your pipeline. When you’re concentrating too much on closing business it detracts focus from gaining new leads. Before long, you will have no new leads to close business with, and this is what causes swings in revenue or sales whiplash…as I like to call it! Don’t worry, dear sellers, there are ways to avoid this.
Are you wondering how you can attain consistent sales?
Is your sales team actively seeking out referrals from your current client base?
According to recent studies, 78% of happy clients want to give out referrals. Yet only 8% of salespeople actually ask for them. Can you see the disconnect? It doesn’t take a math genius to figure out that many salespeople are missing out on key opportunities to increase their sales and grow their businesses.
How many of these opportunities are slipping through the fingers of your sales team?