sales management and sales experts

Why Aren't Your Sales People Selling?

Tony Cole

Tony Cole

Tony Cole, Founder and CEO of Anthony Cole Training Group

emailtony2

Does Your Team Need a Wake Up Call?

IgniteFireBoxTony Cole tailors workshops and keynotes to ignite the sparks of extraordinary motivation in your sales teams!

Browse by Tag

Sales & Sales Management Expertise

Current Articles | RSS Feed RSS Feed

Do Prospects Lie? How Does The Answer Impact Sales Success?

  
  
  
  
  

I first heard this when I attended a workshop I attended years ago in Cleveland, Ohio. The speaker was, the one and only, David Sandler.  Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. The answer to that question is:

YES!

Here is a guest blog from Sales Development Expert, Author and Highly Recognized Leader in Sales Force Evaluations, David Kurlan.

Dave Kurlan resized 600

We've all been on planes when they tell us to put our electronic devices into airplane mode so that your laptops, iPads, iPods, Kindles and phones don't send a radio signal looking for a connection.  They tell us that these signals can interfere with the plane's instrumentation.  Scary stuff!  Some planes are now equipped with WiFi so that your devices can access the Internet from those same devices.  Do the airlines and the FAA seriously expect us to believe that our devices will interfere with navigation when there's no WiFi on the plane, but when there is WiFi on the plane, then the devices won't interfere?  They must think we are morons...

Do you know who else thinks we are morons?  Prospects.  

How many of your sales people have been told any of the following lies?

  1. We can't share how much money we've budgeted.
  2. We can't tell you who else we're talking with.
  3. We can't let you know who's actually making the decision.
  4. We can't let you know who we like best.
  5. We can't tell you what our decision-making criteria is.
  6. We don't care about the value you add.  We only care about price.
  7. You don't need to know why we want to move away from our current vendor.
  8. We're going to stay with our current vendor (who you learned earlier has been screwing the crap out of them).
  9. The decision-maker won't meet with you.
  10. You have to go through me.

Prospects must think that sales people are morons.  After all, these lies continue to work for them, as much as the airlines' lies get us to power down our devices.

How many of your sales people find themselves at a crossroads when any of the 10 lies above are thrown their way because of their hidden weaknesses (in parentheses below)?  Do they:

  • Accept it as truth (Too Trusting)?
  • Fear pushing back (Need for Approval)?
  • Give up (Difficulty Recovering from Rejection)?
  • Continue the sales process with these conditions in place (Emotionally Involved)?
  • Understand (Self-Limiting Beliefs)?
  • Not even consider asking further questions (Difficulty Talking About Money)?
  • Know they need to do something but don't know what they should do (Lack of Situation-Appropriate Strategies and Tactics)?
These symptoms are examples of some of the hidden weaknesses which Objective Management Group identifies as reasons why salespeople don't perform as well as you need them to.  These weaknesses can neutralize entire skill sets, from Hunting skills to Consultative Selling skills to Qualifying skills to Closing Skills.  The skills might be there, but if the weakness gets in the way, they won't use or execute what they know.  How do these weaknesses affect their ability to execute your strategies?  How well equipped are your sales managers and sales leaders to recognize, identify, train and coach sales people to overcome these weaknesses?
Will you continue allowing prospects to think your sales people are morons or can you do something to counteract their tactics?  A sales force evaluation is an obvious first step!

Tags: , , ,

COMMENTS

There are no comments on this article.
Comments have been closed for this article.

Are You Looking To Build An All-Star Sales Team?

Recruiting Sales Superstar

 Click HERE now!

FOR A LIMITED TIME ONLY - Download this free AudioBook by Tony Cole!

Qualify Prospects Confidently

Act now to receive your copy of Tony Cole's ground-breaking new audiobook, "Qualifying Prospects with Confidence." You'll get immediate access to 14 audio tracks and a detailed worksheet. Get it now!

Ready for a Hiring Solution That Really Works?

Hiring Solution

This complimentary webinar will show you how the magic of OMG's Sales Candidate Assessment can make your hiring problems a thing of the past! Dave Kurlan presenting. Register here now!

Eliminate 96% Of Hiring Mistakes!

OMG Sales Candidate Assessment Request your FREE Sample
of the #1 Sales Assessment
in the world!

Free Recruiting Grader

FREE Recruiting Process Grader

How effective is your company’s process for recruiting top sales talent? Answer this short survey and get immediate results!

Best in Class Sales Training

Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience.  Click here for more information.

Follow Me

A Must-Read for Every Sales Professional!

Qualifying eBook

Get answers and strategies to immediately increase your sales. Download it now- it’s free!

Coach Your Sales People to Success

Tony Cole's focused selling techniques will arm your team with skills to achieve extraodinary sales results. Invite Tony Cole to present at your next workshop, conference, or keynote. Click here for more information.  Get a quick start on your 2013 sales success!

Beat the Daily Grind

Sales Brew Sign up to receive our weekly audio Sales Brew. Click here for a taste test!

Subscribe by Email

Your email:

Writer's Digest Award Winner!

RA book award

 

Alltop.com

 

Anthony Cole Training Group Wins Award!

2012 Best of Award

Evan Carmichael Logo