I was asked to help a salesperson who was struggling to meet his targets; I’ll call him Terry. In investigating him, I could see that his activity levels were good, the mix of new business prospecting and existing customer development time was good, he made a good number of presentations and plenty of offers. As such the usual causes of poor results weren’t evident. I asked about his product, competition and marketplace knowledge and was told again that these were all good.
“I’ll need to go out with him in that case” I said as I looked forward to learning more.
One thing I had noticed was that of the products he represented there was a skewing of results towards one product range, more than the other. His manager was clearly frustrated by this as they made a point of telling me that for them it was baffling as Terry’s knowledge was exceptional on the products he wasn’t selling and yet it was average for the team on the products where he wasn’t winning business. That gave me a clue of what to look at.
After a small number of sales visits I saw what I needed to.
Posted in Being A Salesperson, closing, Continuous Development, Stories From The Road
Tagged asking for business, closing, commitment, flow, getting commitment, know too much, knowledge, matching, needs, Product knowledge, prospects
Whatever you do, if you want to be more successful there are 2 important questions to ask yourself. They immediately help us focus our efforts and energy as well as encouraging us to keep on improving.
The 2 questions are:
1. “Is what I am doing achieving my objectives or helping me work towards them?”
Posted in Being A Salesperson, Continuous Development, goal setting, Motivation, What It Takes To Succeed
Tagged 2 questions, answer, answers, closed question, goals, improve, improvement, improving, objectives, open ended question, open question, questioning, questions, succeed, success, successful, successful people
One of the things that separates successful people from the ‘also ran not-so-successful’ people is their determination and persistence to improve their skills.
The model below illustrates 4 levels of skill; ignorance, awareness, acting and performing. There is forwards progression between the 4 starting with ignorance and concluding with performing; this occurs when someone is prepared to work at it. Equally there is backwards regression from performing to ignorance when people stop working at their skills and lose interest in them and how they perform.
Posted in Continuous Development, What It Takes To Succeed
Tagged acting, awareness, consciously, consciousness, development, ignorance, improve, improving, improving skills, learning, performing, progression, sales, sales skills, salespeople, salesperson, selling, selling skills, skill, skills, success, techniques, training