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Sales is key for growth and understand why a sales did not go through is key for learning and development. Here are the 5 factors that are often over looked when a sales did not go through:
Independent of what you are trying to sell prospects or services you have these five objections to why your customer or prospect can’t buy from you just NOW. They must be addressed during the pre-sales and definitely before discussions about price.
The five objections are:
- Time - you must find away to block the time issues. One of the most common "excuses" are that we don't have time for this or the timing is not right. Show them the benefits and the cost of not taken the decision to go ahead. Talk of the cost of inaction.
- Money - Focus on the benefits short term and long term and make it understandable for your customers.
- Spouse/Partner/Friends - This items is relating to trust and the knowledge about your customers. How well do you know you customers?
- Fear - Why are they hesitating? What is they afraid of? Create and open and safe environment and make sure the client is comfortable in taking to you and this hinder will gradually disappear.
- Shame - One of the most common thing that people fear is success. Customers will seldom be #1. They feel embarrassed if they are too good. Create an atmosphere of high performance. Make them proud of your solution and show examples from others that succeed.
The key is to upgrade your processes and build marketing and sales processes that early address this 5 obstacles and you will thrive at the Next Level. You need also evaluate your customer base so it's always vibrant and pushing your competencies.
Marshall Goldsmith, #1 Leadership Thinker, Exec Coach, NYT Bestselling Author recommend that customers be referred elsewhere (fired) when they:
1. Are problem-prone andcomplain about trivial matters.
2. Don’t present any more potential business.
3. Don’t refer business.
4. Are no longer profitable.
5. Are engaged in unethical or questionable activities.
6. No longer match your mission statement and values.
When he talk about relationships to eliminate or fire, he is talking about relationships that are consistently, poisonously negative, and are extremely unlikely to change. This category includes people who regularly belittle you, people consumed by addiction, or people who make dangerous ethical lapses that could compromise your livelihoods. It also represents relationships with groups that are bringing you down. He suggest dropping memberships in organizations that are downers, meant only for commiseration and cementing a sense of victimhood.
We know one thing for sure and whatever strategy you had before the Pandemic it is no more valid. PERIOD.
What ever took you here will not get you there.
You must step-up to a higher standard.
Sign up for the Stepping Up Course and do it NOW!
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