“Just because the idea is simple, doesn’t make it easy to implement” is a catch phrase of mine that everyone who’s been in one of my training programs has heard.
Many times it is shortened to “just because it’s simple – doesn’t make it easy.”
Sales theories and techniques are typically not complex, yet their simplicity doesn’t make changing a habit or implementing something new any easier.
I was in a discussion with four AWESOME sales professionals I know, so I asked them to share the one thing they seem to say over… and over… and over again with salespeople and sales leaders they work with.
Here they are:
“The best indicator of future success is past performance.” ~ Lisa Magnuson
Lisa uses this concept with sales leaders to discuss their people. As well as in RFP responses she helps her clients write, to demonstrate to prospects or remind current customers that her client is a safe choice since they have a history of solid performance in their product or service area.
Lisa Magnuson is an expert in corporate strategic sales and TOP Line Account™ revenue building. As a respected sales consultant and author, Lisa works with clients to build successful strategic sales programs that drive revenue from large new accounts and enable growth from existing high value customers. Learn more at http://www.toplinesales.com/
“Get out of the office and in the car with your sales reps.” ~ Alice Kemper
Don’t complain about poor performance, lack luster sales or lost deals if you are never in the field or on the phone (with inside reps). How the heck can you possibly know what the reps are saying and doing? How can you effectively coach if you don’t really know? Would the coach of a championship team stay in the office and coach from there? Heck no. Then why are you doing that?
Since 1983, Alice Kemper has worked with sales organizations to maximize sellers’ time and make each conversation matter to advance the sale, eliminate discounting, increase close ratios and close more deals. Check out her 52 Tips to Make Good Sales Days Even Better at http://www.salestrainingconsultants.com/
“No two sales opportunities are the same.” ~ Janice Mars
Many times, when discussing a specific opportunity, a sales rep will say that one sales opportunity is just like another. However, this is impossible unless the exact same people at one company all moved to the other company and all extenuating circumstances were identical.
The minute we say that one sales opportunity is the same as another, we are not taking into account that we sell to people. It is important to understand the everyone we sell to potentially has different desired business outcomes, different priorities, different experiences – both good and bad, and different risk tolerances. Never forget to take account that we sell to people, people are individuals and we should treat them as such.
Janice Mars and http://saleslatitude.com/ helps companies make their selling teams more successful. We provide practical sales processes and tools, guidance and coaching that enable your organization to improve sales performance and consistently reach your revenue goals.
“Maintaining the Status Quo is a gift to your competitors.” ~ Shawn Karol Sandy
Your customers will only tolerate mediocrity for a short period (if at all). If you’re not challenging yourself, learning, growing and differentiating yourself FOR the benefit of your customers, you will be replaced.
Shawn is the founder and Chief Revenue Officer of http://www.thesellingagency.com/ a strategy + action firm that builds revenue engines for small and mid-sized businesses. Her firm creates competitive differentiation and “Selling Organizations” that leverage talent, resources and technology to increase profitability, scale growth and neutralize competitive forces.
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