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Sales Techniques To Fix What Isn't Working |
By:
Cheryl A. Clausen |
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Sales Techniques to Fix what Isn't Working
Cheryl A. Clausen
Persistence is good, but not if you're persistently doing the wrong things. That's just being pig headed and stupid. But you do it because you allow yourself to be mislead into thinking that sales is a numbers game and that if you just keeping doing it you'll eventually get what you want. Sales is a numbers game for sales people who haven't taken the time to set themselves up for success. If you don't want to keep getting rejected and walking away without the money it's time to learn how to set yourself up for sales success. That means you need to think about sales as a scientific process revolving around your skill set that you can develop for consistent success.
Although this may sound difficult to you the rewards will be well worth your efforts. It won't be an instant fix where you'll be able to create your perfect system on one day, but it's a whole lot easier than what you're doing now and once you develop your system for success you can use it over and over again. You will need to change the way you think about the entire sales process.
Starting now I want you to begin to think about sales as a process that you need to develop for you. I want you to fail and fail fast so you'll learn exactly how to succeed fast. Set your emotions aside because you're an experimenter searching for the truth.
Identify exactly what isn't working in your approach as quickly and cheaply as possible. Until you have this sales process figured out stay away from your top prospects and only set appointments with average to low value prospects. You want to gather as much data as possible so you can determine what does work for you.
Break down each portion of your sales process and know exactly when and where things started to go wrong for you. Place a lot of your focus and attention on anything and everything that shows any signs of promise. Gather information from each and every appointment and evaluate the data you've collected immediately following every appointment.
Space out your appointments so you have enough time to debrief yourself on the data you have. Go through the appointment again in your mind and add any facts you didn't capture in the notes you took during the appointment. Identify how you can adapt, adopt, and test on your next appointment until you have a sales process that consistently works for you.
Discard anything that isn't working for you. Continue to work through this process until you can consistently replicate the experience on every appointment. Give special attention to what you're learning about your prospects wants as you gather data because within their wants is the secret to your sales success.
About the author: Cheryl Clausen can help you get where you want to be. Improve your http://business-coaching-for-agents.com/sales) Sales Techniques, get her free ecourse. Top producers use http://business-coaching-for-agents.com/MbrSales) Sales Coaching, check this out. This and other http://www.uberarticles.com/?id=15205&b=79 unique content 'sales techniques' articles are available with free reprint rights.
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Article Source: http://www.statssheet.com/articles/article61575.html |
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