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,
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:
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!