Sales Tips | Closing the Gaps in Sales Deficiency
What would it mean to you if you could Close the deficiency gaps in your sales approach?
More time, more money, more peace of mind?
Step One —Acknowledging sales weaknesses
When people first come to the conclusion that they need improvement in certain areas of their lives they go through a multi-step process. The first step is always Acknowledgement. A person cannot begin the process of effectuating change until he or she acknowledges the need for change in a certain area, or that a certain aspect of life or business is not yielding the results desired from the efforts put forth.
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Step Two—Stop externalizing your sales problems!
The second phase of the process if known as Externalization—On the surface this phase appears to contradict the Acknowledgement phase as people take the natural direction of first looking at factors other than themselves in order to determine why they are not getting the results they feel they deserve.
For example, when a business owner recognizes that change must occur within the organization, they tend to blame economic or market conditions for their current results. Often they will point fingers at what they see as a complacent sales team, without acknowledging the responsibility of those who hired these people initially and those responsible for managing, motivating and providing the sales advice and structure required for the effective performance of a sales team?
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How could those responsible for managing, motivating and coaching this complacent sales team change their approach in order to change the minds, routines and results of those they manage? People do what they do because they believe it is the right thing to do—however it is not always the most effective thing to do. Business Owners and Sales Managers who desire change in their organizations must understand that two things remain constant: The Business Owner/Management and the sales problems. Although sales people come and go the sales problems seem to be common and constant. Until the business owner/management looks within to determine what they must change then they will find it difficult to change others. After all, you know YOU, better than you know them.
Call us at 1-866-816-0991 or visit Peak Performance Training & Development for details on how to uncover your overall sales and sales management ineffectiveness.
Sales people also tend to externalize. They point their fingers in many different directions. It is the economy they say, or they talk about how their prospects have no need, or no money. Some simply point their fingers at management saying that they don’t understand what really happens on the front line.
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Step 3—Unconscious Incompetence
This term relates to not knowing what you don’t know or not knowing how much room there is for improvement. When you begin the process of learning you don’t comprehend the extent of what you have to learn. This Unconscious Incompetence also applies to what you do on a daily basis that is ineffective or counter-productive in the sales or sales management process—there are those mistakes you make that you can identify, but most treacherous of all are the ones you don’t realize you’re making.
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Step 4—Conscious Incompetence
This is the stage in the learning process where you come to realize just how much room for improvement you have and recognize the beliefs or activities that have been unproductive. This is the point at which learning, or a willingness to learn and unlearn takes place. This internal acknowledgement creates an incentive to change. When you believe that you are as effective as you could be then the incentive to change is not present.
Step 5—Conscious Competence
This is the point at which you begin to understand how much knowledge you have received and how this new knowledge, when applied helps to change overall results. The fastest way to change your results is to change your routine. This is the phase where you become conscious of the importance of changing your routine. This can only occur when step 4 takes place because in order to change your routine, you first must change your mind. Short-term boot camps or one day motivational programs fail to take sales people or sales managers to the point of Mastery. Knowing and owning are two very different things!
Sales mastery is like anything else you want to master, you must first become aware of what you are doing that is counter-productive before you conclude that change must take place. Like the game of golf for example. Many golfers remain in a long-term routine that produces a fairly consistent score each and every time they play. After taking some lessons they first become aware of what parts of their routine are ineffective, followed by understanding what to do and how best to do it.
The Unconscious Competence of new skills can only achieved through
- Role play or active participation
- Ongoing reinforcement training
This is the point where you find yourself not having to think about what your next step or move is. For example when driving your car home after a long day you do not think about how to drive the car. When tying your shoes you do not reach for a set of directions. This is because you have mastered the process. Mastering the process of selling can be the difference between where you are and where you need to be.
If this tip makes sense to you, please contact us at 866-816-0991 to discuss how we may lead you or your sales people through to the change process to attain Conscious Competence and the eventual mastery that will elevate your company to the next level.
Why is it that even so called top producers find themselves stuck in neutral?
What is it that they are doing, or failing to do that has them spinning their wheels and yours? How has their mindset changed and how does this change in mindset impact overall performance?
Over the course of the past few years even many top producers have lost their edge. Why? First let's examine some of the characteristics of top performers in the world of sales. The one factor found in all producers is consistent sales production, regardless of the time of the year or economic conditions.
What Makes a Top Sales Performer?
If you took a group of top sales performers and put them into a room, what would you find? You would see salespeople with different personalities, levels of aggression, temperaments and styles of selling. Some would be aggressive closers while others are more consultative. Some would be highly educated, while others are not. So what makes a top performer sell more consistently than others? And most importantly what makes a top performer consistently perform regardless of external factors such as the lagging economy, shrinking budgets and skeptical buyers?Attitude is a key factor in high sales performance. Regardless of the number of years spent selling, or level of understanding one has in regards to sales techniques or strategies, without a strong conviction in oneself, the prospect's conviction in moving forward will not be there.
For more on modifying sales routines, implementing sales criteria/process and attitudinal training contact Peak Performance today at 866-816-0991.
Why Sales People Often Go From “Wanting to Move a Mountain” to “Hoping to Meet Quota”!
A depletion in self esteem. Self esteem is a component of attitude! Sales professionals and business owners tell us all the time that they are rejection proof when in fact we as human beings are not rejection proof. As a human being we are all emotionally responsive. Meaning that we respond emotionally to stimuli, and in this case the stimulus are lies, obstacles, excuses and the many reasons for not buying that ultimately cause the feeling of rejection. Eventually this rejection begins to deplete their self esteem. This depletion in turn creates a downward spiral.
The Downward Spiral.
Once self esteem begins to deplete, an individual’s level of expectation begins to erode. Sales people begin a new position with an attitude of “I’m going to move a mountain” followed by “I hope I can just meet quota”. When the level of expectation depletes inevitably this breaks down their level of performance. For example they stop making the calls, they stop diplomatically challenging excuses, they stop getting as many appointments and they START to go to work for the buyer. This is evident when they begin selling you the excuses they bought from the buyer. Boss, they have no time or they have no money! This isn’t the problem. The problem is, are you buying the excuses? Once performance breaks down productivity breaks down and here you are, reading another tip from Peak Performance hoping that something will change. Nothing will change until and unless you change the playing field and the environment that you have either developed or have allowed to take hold.
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This negative economy unfortunately has created an increase in the amount of negativity and personal rejection sales people experience. This negativity in turn depletes self-esteem, which in turn reduces the sales person's "level of expectation" for success. Many sales people these days only expect to sell enough to keep their jobs. This reduced level of expectation reduces their performance level, which finally reduces the level of sales.
Can attitudes change? Improve? Yes, however removing the obstacles and mindset that lead to the less than positive attitude is essential.
You can now see the progression of how self esteem, when decreased, creates a snowball effect that eventually lowers the sales person's levels of performance. Paranoia seems to have been replaced with hopelessness and a viewpoint that everything will turn around when the economy improves. This hopeless viewpoint is what we call externalization. Unfortunately, instead of implementing "change" to get a change in their bottom line, many sales people have decided to use this economy as their reason for poor production.
For specific information on how to overcome these and other sales obstacles please call us direct at 866-816-0991