In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.
On the other side, their sales managers must be present for their salespeople at the beginning, middle and end of every sales opportunity, sales meeting, and coaching session.
I’ve been working on growing sales for over 30 years. It’s been about 25 years since I heard David Sandler say,
But as I read Dave Kurlan’s blog about choosing between bad salespeople and bad sales management, it got me thinking about what Sandler said those many years ago and what we continue to hear from salespeople today when discussing opportunities won and lost. Let’s take a look at what’s happening or not happening.
List of reasons for a salesperson not getting the sale:
There are many, but in a nutshell, the overall question (from a sales manager) to a salesperson would be;
If you read this as a salesperson you might be thinking one of a few things:
If you are thinking #4, then your reasons for not getting the business are never going to change! That is what Sandler and Kurlan are talking about when they discuss bad salespeople. You cannot blame the prospect for having objections to buy. Heck, you have your own set of objections/reasons every time you decide not to buy or change.
But what about the sales manager? Where does that person fit into the equation? They fit in at the beginning, middle and end of every sales opportunity, sales meeting, and coaching session.
Solution #2: Pre and Post Call Sessions and 1-on-1 Coaching
Pre-call coaching sample questions:
Unfortunately, what we do know from the thousands of sales managers assessed for coaching skills, is that less than 10% of them have adequate skills to be effective at developing salespeople.
What does this all mean?
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