Really, who do your sales team work for?
Yes – that’s the question I want you to answer because from some of the sales teams I meet I know for a fact that even though their salary is paid by one company, their sales efforts are definitely benefiting their competitors.
So, let’s see if this applies to you and your sales team.
Your sales team could be making it much easier for your competitors to win business from you if they are doing any of the following:
- Doing a great educational and highly informative pitch with the prospect, giving them all the information and wisdom they need, yet failing to ask for the appointment or the sale.
- Pitching to the gate-keeper.
- Not asking what the next stage is in the sales process.
- Failing to follow-up on pitches – over 80% of sales are made between contacts 7 and 12, so for all those sales people on your team that give up too soon – high-five for the competitors!
- Quoting too cheaply. Yes, if it seems too good to be true it probably is, so the prospect goes to get competitor quotes
- Quoting too much. Ditto above. (If you want to know just how to quote to win the business join us on The Sales Improvement Workshop in Sheffield for some great sales training and a step by step process to smash your sales targets – click here for more details)
- Not knowing the buying process. Hence panicking when the prospect doesn’t return calls or respond to emails promptly….such that the sales person decides that this is the prospects way of saying no, hence the sales person terminates all contact with the prospect….and in walks the competitor to pick up the deal…
- Starting the price negotiations too early, typically in response to the prospect not responding to the proposal as promptly as the sales person would like – the sales person thinks that the prospect would close faster if the price was lower, and the prospect now realises that the sales person is desperate for the order and so starts shopping around for the best deal based on price.
- Failing to ask who else is involved in the buying decision before it gets to sign off.
- Being scared to ask the prospect who else they are looking at and why- therefore leaving the competitors unchallenged.
Making the competitor stronger shouldn’t be high on the list of aims for any professional sales person, but it can often happen. Some of the key reasons are:
- Lack of skill
- Poor management of the sales pipeline and sales funnel
- Too many poorly qualified prospects in the sales pipeline
- Poor prospect qualification
- Ineffective questioning skills
- Poor insight in to the decision maker’s buying process
All of these are avoidable, join us on our next Sales Improvement Workshop a must for new and experienced sales staff who want to accelerate their sales performance, increase sales turnover and sales revenue and out smart the competition every single time.
Click here for more details.
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