Each week I am confronted by at least 3 salespeople looking for the easy button, they want me to give them that one move, the hidden technique, that shortcut, that can turn them into a master of prospecting, closing or negotiating.
As a sales trainer, I can easily sort sales people into groups bees or meerkats. Bees are perfectly functional and do exactly what they have always done--no more and no less--and they look busy. Meerkats are different. They do well , but they practice. They learn and they improve. And they keep trying to do more.
Business owners consistently tell us that the number one problem they face year after year is consistently finding, engaging and closing new business AND they know that nothing separates the sales pretenders from the sales professionals more quickly than ability to effectively prospect.
Too often the salespeople you interview have washed out of other companies or job hopped away from positions as draws and guarantees expired. In other words, their history has proven that they will not prospect or cannot close.
My Mom was a funny lady and during my youth she was constantly throwing riddles at me. Some of her riddles came in pairs and the pairs typically had a point. One pair of riddles has been a huge lesson for me as I have gone through life.
As a sales trainer I spend quite a bit of time talking to businesses about their sources of revenue. Frequently, I find myself discussing not only their training budget, but all of the line items that make up their Cost of Sales numbers. And more often than not, part of that cost is marketing. But as I look at their Cost of Sales, it often reminds me of my mom's riddle. I ask "Why do you spend this money on marketing?" And the single most common answer is "because our sales team doesn't work."
There is a simple question asked by every President CEO and Owner I talk to. It seems to be the only question they really care about and they typically seek the answer to this question with a laser focus...What Training Will Have the Greatest Impact on My Sales Team?
In sales unfortunately, bad habits seem to be more the rule than the exception. Sales people make a sale while wearing a tie and that tie becomes their closing tie, they use a presentation and that becomes their closing deck, they get a certain price and they assume that is the price for all future buyers.