I've got a fill in the blank for you.
Are you ready?
"I could sell more if only I could _____."
What comes after could? We had the chance to ask that question around the country with a variety of companies both large and small and it's interesting to hear what salespeople say when you ask them to fill in this particular blank.
Sometimes, you'll hear...dare I say excuses. Sometimes, you'll hear...dare I say, valid reasons for why they're not selling as much as they would like or their manager would like. When we hear that answer, we immediately think about the core steps in the sales process.
You have to go see people. You have to call them first. Then you must go see them, you must have meetings, you must qualify them and deliver presentations, and of course, you have to win your fair share.
As you think about calls, meetings, dials, qualifying prospects, and closing deals, ask yourself these major questions.
If you're not where you want to be in 2018, ask yourself,
- Why are you there?
- How long have you been there?
- Are you fully committed to getting back on track?
- What's going to be required to get back on track?
- Do you have to get there?
- What happens if you don't?
- What is the problem costing you?
- Do you have to fix it?
If you know anything about our organization, you know that is how we encourage the unveiling of the sales process.
Asking your prospects questions like:
- What is going on?
- What do you have to fix?
- How long has it been a problem?
- What have you done to try and fix it?
- Do you have to fix it?
- What happens if you don't fix it?
- What's this problem costing you?
All of that fits into one of two categories: Excuses or reasons.
Just remember as you answer the question, "I could sell more if only I could ____." If your answer is an excuse...
"Excuses are the nails used to build houses of failure."
Now go out there and get it done!
