Five Hidden Weaknesses
that, once overcome, will dramatically improve sales
Have you ever felt that with all of your sales training and experience you should be doing better than you are? Have you ever been in a selling situation and afterwards said to yourself, “I should have done so and so...” but didn't do it during the sales call? The reason could very well be what we call a “hidden weakness”. There are five common hidden weaknesses that can and will neutralize your selling strengths and skills. These five are only a fraction of all the hidden weaknesses salespeople are like to have. By identifying and correcting these five, however, you can make a significant impact on your sales performance. They are:
NEED FOR APPROVAL
Many salespeople need to be liked by the prospect more than they need to get the business. They will be non-confrontational and unable to ask the tough questions for fear of upsetting the prospect. They are also likely to take a lot of put-offs, stalls and objections instead of closing the sales. This weakness, once overcome, will help you increase your sales by 35 percent.
NON-SUPPORTIVE BUY CYCLE
Salespeople commonly have buying habits that don't support strong selling. They believe the way they buy is normal. If their buying process includes lots of research, price shopping, and thinking it over, they're likely to have prospects that behave the same way. Once overcome this will help you increase your sales by 50 percent.
INABILITY TO CONTROL EMOTIONS
Prospects love to throw salespeople a curve ball by saying something that they weren't expecting or were hoping not the hear. As a result, many salespeople panic. The next thing they know, these salespeople are talking to themselves instead of listening to the prospect. When this happens, they lose objectivity, and that leads to a loss of control. When they lose control, they often lose the sales. Once this weakness is overcome you'll be able to increase your sales by 25 percent.
SELF—LIMITING BELIEFS
Salespeople commonly have a belief system that contradicts selling basics, techniques or required actions. This limits their ability to execute what they know in selling situations. (For example, if the belief is that the prospects need to think things over, that will neutralize their ability to get decisions and to close the sales -- even through they know that's what they're supposed to do.) There are at least 54 self-limiting beliefs that, once overcome, will help you increase your sales by 30 percent.
UNABLE TO TALK ABOUT MONEY
These salespeople can do little more than ask if there is a budget. They're unable to find out if the budget is real, where the money will come from, who controls the money, and if the prospect will actually ever spend the money. These salespeople have trouble talking to the prospects about spending more with you company than with your competitor. And they are likely to waste time giving presentations to prospects who really don't qualify. Once this weakness is overcome, a salesperson will increase his or her sales by about 27 percent.
Recognizing the weaknesses is a start to dealing with them. With good coaching you will be able to overcome them and the results will show in your bottom line productions.
JUMProductions
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arlington, tx 76004
vox 817.261.2108 fax 801.881.2717
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