11 moments of hitting the sales wall and how to get over it
TRANSCRIPT
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1. You fail to secure an appointment with the
key decision maker
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2. Beyond price, you can’t uncover the client’s real buying motive
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3. You lost control of the sales meeting
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4. Poor follow-up after initial
meeting or sales meeting
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A recent survey by the National Sales Executive Association suggested that only 2% of all sales are
made during the first or initial contact.
They also found that 48% of all sales people never follow-up with a prospect.
Tweet that stat?
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5. Presenting to low-level decision
makers causing a long sales cycle
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6. Client is not returning your calls
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80% of sales require 5 follow-up phone calls after the meeting.
44% of salespeople give up after one. Source: The Marketing Donut
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7. Your sales training is no longer relevant
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8. You’re speaking and not listening
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9. You’re not keeping your pipeline full at all times
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10. You lack the ability to close
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70% of a typical sales staff have weak closing skills — and sometimes won’t even ask for the order.
Source: Businessbrief.com
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11. You just don’t care anymore
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Getting Over The Wall
When there is no convenient door to success,
you’ll have to find another way…
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Be Prepared
Know the client before you meet.
Prepare for the unexpected.
Prepare in terms of them, not just you.
Don’t go into a meeting blind.
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Listen and Ask (repeat) You will have a higher chance of selling if you spend more time listening and asking great questions to your prospect
than selling to them.
Understand their ‘pain’, the impact it has on them
and find a mutually agreed solution.
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Run the Sales Meeting Your Way This unique engagement process is focussed on 4 areas:
1. Build rapport and reduce tension
2. Create tension – make them uncomfortable with current situation
3. Co-Create a solution so they have buy-in
4. Have some sort of completion/outcome (next meeting, purchase order, next phase)
Time
Tension
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Take Responsibility
There must be a reason
your client isn’t returning
your calls - find out why.
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Reach Out Leverage your sales skills
to follow-up
with the prospect.
Keep in touch.
Listen.
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Take Control
Create definitive next steps with the client.
Get agreement on follow-up method of communication and timing.
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Stay Hungry
ABP- Always Be Prospecting
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Get Trained, properly
Learn how to be the best you can be!
Rediscover your passion for sales.
Seek up to date sales content by people who have been trained and
can substantiate their services.
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Visit www.sgpartners.com.au for more information on how to climb over the wall to
YOUR SALES SUCCESS!
SG Partners – Performance Training
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