How Long to Get This New Sales Technique to Work?
Written by Tibor Shanto, Renbor Sales Solutions
[Contributing Author]
When you hang around sales people long enough, you eventually realize we all have some form of ADHD, or some affliction impeding our attention span. The upside of ADHD is that it helps us get over lost sales. We take in the lesson without being emotionally wounded. On the downside, our ADHD prevents us from putting things into practice long enough to achieve maximum effectiveness.
Sales people with short attention spans often need instant gratification. Sales managers are the same way… pushing to, “get something to close… anything… today!” If they don’t experience the immediate hit, they start looking for a better way.
Sales reps have a knack for offering reasons why sales techniques won’t work. It’s their “voice of experience” talking, but the funny thing is, in the same breath, they will tell you they haven’t tried it yet! “It’s a good thing I didn’t try it. It wouldn’t have worked because…” here come the reasons.
The ones I love most are the ones that tell me, “No, it doesn’t work man. I tried it once, and it doesn’t work. I remember Bob over there tried it in 1992, and it didn’t work for him either.”
We have to remember to go back to the basic principles of success. Stephen R. Covey taught us it takes 21 days to develop a habit. It goes to follow that reps should give new sales practices at least four weeks before passing judgement or deciding if it works. The first 21 days should be dedicated to perfecting the technique, refining execution, and making a commitment to practice… implement… and then practice some more.
I can give you a million reasons why some techniques won’t work. That’s easy, but the people who achieve the greatest success, and make the most money look for the one thing that will make it work. It goes back to the culture of rationalization that permeates sales. It’s time to stop rationalizing away our failures and focus on our commitment to succeed!
Number 1 Reason for Implementing a Social Media Strategy
Sales people will like these statistics!
Ask sales people what they need to be more successful, and the most common answer will always be, “More Leads!”
Posted via web from SalesBlogcast’s Posterous
chart via emarketer.com
The Best Way to Keep Your Ego In Check
Listen to your best friend. While the word “friendship” may have become diluted in this era of social media mouse-clicking, the relationship between people who know and respect each other remains essential. Such friends (be they spouses or colleagues) are not afraid to give each other the straight dope. Senior leaders need the friendship of one or two close associates whom they trust above others to tell them the truth. Treasure those friendships.
John Baldoni shares Three Ways to Keep Your Ego in Check… but I like this one best. It doesn’t get any more real than the feedback you get from those you love and trust.
Are Your Best Employees Ready to Leave?
The loss of Core Employees will devastate your Company’s future: Your Core Employees are the good performers, your talent, your bench strength – the ones who can take the Company to the next level. They will not be easy to replace and, in some instances, may be irreplaceable. And they are going to go to work for your competition. Do you really want your best and brightest working for an organization that is trying to put you out of business?
…interesting post over on Fast Company.
It reminds me of a conversation I had earlier this year with a manager who said, “It’s an employer’s market right now. Employers hold the power to pay less, provide fewer incentives, etc.”
Are your best employees happy working for your company… or are they anxiously looking for the next opportunity to leave?
Motivation that Lasts
“Motivation is a fire from within. If someone else tries to light that fire under you, chances are it will burn very briefly.” – Stephen R. Covey
3 Keys To Avoiding Costly Money Objections
Written by Silvia Quintanilla, CEO, Industry Gems
[Contributing Author]
Are you ready to dramatically increase profits by changing your money mindset?!!! This week I interview Marilyn August, a Sales and Marketing expert and author of Wealthy U. Marilyn’s shares valuable lessons about money conversations on sales calls.
CLICK HERE to listen to our discussion on…
- The word you should never use when talking money with a prospect.
- The mistake that 72% of sales professionals make at the proposal stage of the sales process.
- Techniques to uncover the true “hidden objection” when someone tells you they can’t afford your solution.
- Learn about Marilyn’s ME-Q (Money Emotional Quotient), a tool she developed to help you understand your limiting beliefs about money.
Be sure to listen to the very end, where Marilyn offers my listeners 2 free resources to help your sales income soar!
About Marilyn August
Marilyn is a highly experienced Business Development Advisor for Sales and Marketing professionals as well as individual business owners. She is the author of Wealthy U and founder of Wealth & Wisdom Seminars, a company devoted to increasing productivity by changing the way people think about money. During the past two decades she has developed powerful tools and techniques that help commissioned sales professionals and individual business owners dramatically increase profits by changing their money mindset.
Learn more about Marilyn at: WealthyU or by emailing her directly at Marilyn@wealthyu.com.