The First 5 Reasons…
A new selling year is staring you in the face. It’s your opportunity to excel…if you choose. But before you can do that you need to take a closer look in the mirror and determine precisely why you are not selling as much as you could or should. Here are the first 5 reasons why you might not sell (and make) as much as you would like.
1. You lack product knowledge
You might not be excelling at selling because you lack product knowledge. Maybe you’re new to the job. Maybe you haven’t been diligent in learning more about your products and services. You can readily fix this. Learn your products inside out. Review brochures, manuals, white papers, special reports. Read industry magazines. Subscribe to industry e-newsletters. Visit competitive web sites. Find a savvy mentor. Pick your boss’s brain. Do SOMETHING. Invest a few extra hours a week. Eat lunch at your desk and read. Stay and extra half hour.
2. You don’t use the skills that you got when trained
You might not be selling to the degree that you would like because you are NOT using the skills you were taught in training. The trouble with learning new skills and techniques is that it means CHANGING your selling behavior. Most people resist change even if that change means better results. If this sounds like you, find someone that will act as a coach, a cheerleader or conscience. Most often it is your manager. Engage him or her. Call them to task. Get trained again if necessary. Get them to monitor your calls and analyze what you are doing well and not so well. Get them to pat you on the back or kick you on the backside. Do SOMETHING and start applying what you learned.
3. You abuse that skills that you got in training
You may not be a good seller because you ‘abuse’ what you learned. This is different from #2 where you don’t use ANY of the new skills. In this case, your don’t use what you learned well. You have diluted, changed or altered the selling skills and techniques; you go half way; you cut a corner or two… or three…or four; you don’t follow through; you’ve whittled away a tactic. You may not even know it. The best thing to do is get yourself a coach – a manager, a friend, a mentor, an outsider- to objectively listen and analyze your calls. Be open to their remarks. If you need to re-train. Get your manager to provide constructive feedback.
4. You lack experience.
You’re new to sales. You’ve just come off training. You haven’t made enough calls to get a complete feel for your selling environment. You haven’t dealt enough with customers or prospects. You haven’t had enough victories or defeats. You lack the experience that only comes with time and effort. You lack the volume work that provides insights, confidence and savvy. Don’t quit. Continue to plug away. Keep a log book of experiences. Jot things down. Chat with others. Learn. Store those experience somewhere. Just get on the phone and call. Push.
5. You quit too soon
Speaking of quitting: you might not be as successful as you could be simply because you quit too soon or too easily. Quitting means any number of things. It means stopping an activity short of completion. For instance, instead of making 70 dials you quit at 55. Instead of following up on a prospect four or five times, you quit at one or two. If a prospect says ‘no’ when you ask for the sale instead of querying further you crumble like a house cards and hang up. The solution? Buck up, baby! Grow a spine. Don’t be a wimp. Push a little further. Push a little harder. It won’t hurt a bit and it WILL help your sales.
So there you have the first 5 reasons. Are you guilty? Keep your eye out for the next post and the “Final 5” reasons why you don’t sell as much as you could or should.