How Average are Your Salespeople?
We have all seen the good, the bad and the ugly in sales, and let’s face it, we are all in selling for a living one way or another. While for some it appears effortless, it is never all beer and skittles.
Firstly you have to convince customers of the superiority of products and services, that your prices are affordable, and just when you are all excited about closing the deal, you have to take a cold shower while they go away and “think it over”. When you hear the words “I need to think it over” you know that the only one thinking it over is the salesperson.
We also know that within any sales team we have the superstars, some may call them prima donnas, ranging right through to the, well how can I put this delicately, the average.
Here’s a tip for everyone, on average, most sales people are average. But that’s ok. Really it is. Because we are not trying to sell ice to Eskimos and if your sales stars spend their time doing that, think how much better their results would be if they only focused on selling them something they really needed.
The reality is not everyone will be a natural sales superstar, but we can lift the average by investing in a super sales pipeline that becomes a sales machine turning even average sales people into superstars. The pipeline breaks apart the sales process and focuses on turning prospects into customers well before the final close so your sales staff don’t have to rely on awkward closes and the sale comes naturally with a gentle nudge at the end.
A sales pipeline makes it easier to train your staff and ensures that when key people leave, that this asset remains with your business that increases its value to both you and to others. It is one of the keys to turning your business into Saleable Asset.
What are you doing to turn your average sales staff into superstars?
All you need to do now is to Empower yourself and take action …
May Your Business Be – As You Plan It.
Dr Greg Chapman – The Profit Whisperer
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