Why Sales Producers Fail to Produce
Why Sales Producers fail to Produce Sales Tip of the Week () ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Greetings! Why is it that even so called top producers find themselves stuck in neutral. What is it that they are doing, or failing to do that has them spinning their wheels and yours. ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Sales Tip Contents ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ * What Makes a Top Sales Performer? * Attitude * Paranoia creates Urgency * Determination * CEO Business Strategy Seminar * For Business Owners and Sales Managers * Has the Sales Superstar Eluded You? What Makes a Top Sales Performer? ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ If you took a group of top sales performers and put them into a room, what would you find? You would see salespeople with different personalities, levels of aggression, temperaments and styles of selling. Some would be aggressive closers while others are more consultative. Some would be highly educated, while others are not. Over the course of the past few years even many top producers have lost their edge. Why? First let's examine some of the characteristics of top performers in the world of sales. The one factor found in all producers is consistent sales production, regardless of the time of the year or economic conditions. More Sales Help >> http://www.sales-seminar.com Attitude ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Attitude is a key factor in high sales performance. Regardless of the number of years spent selling, or level of understanding one has in regards to sales techniques or strategies, without a strong conviction in oneself, the prospect's conviction in moving forward will not be there. While many in the world of selling are consumed by the constant rejection, and high levels of negativity they are subjected to daily, the top producer never allows the prospect to steal their self esteem. Top producers take rejection and negativity and convert that into energy. Top producers don't get mad, they get even. In other words if a deal they were counting on dissolves before their eyes, they immediately set out to replace that "done deal" with another, opposed to allowing the negativity to manifest itself causing a snowball effect resulting in another bad month. This negative economy unfortunately has created an increase in the amount of negativity and personal rejection sales people experience. This negativity in turn depletes self-esteem, which in turn reduces the sales person's "level of expectation" for success. Many sales people these days only expect to sell enough to keep their jobs. This reduced level of expectation reduces their performance level, which finally reduces the level of sales. Can attitudes change? Improve? Yes, however removing the obstacles and mindset that lead to the less than positive attitude is essential. For more on locating top producers >> http://www.sales-seminar.com/recruit.htm Paranoia creates Urgency ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Top sales producers always have a pit in their stomach regardless of how well things may be going. This paranoia regarding their need for continued business is a driving force for the top producer. Do you have sales people that just seem to "not care" about a pending deal that slips through their fingers? Top producers do not simply go through the motions, they move forward with consistent behavior in order to produce results, not simply dials! Paranoia fuels urgency and urgency fuels activity. When someone sees something as urgent, they must act. Are your sales people acting, or REACTING. This negative economy has unfortunately conditioned many sales people in a way where this paranoia and urgency is either depleted or gone altogether. Under "attitude" above you can see the progression of how self esteem, when decreased, creates a snowball effect that eventually lowers the sales person's levels of performance. Paranoia seems to have been replaced with hopelessness and a viewpoint that everything will turn around when the economy improves. This hopeless viewpoint is what we call externalization. Unfortunately, instead of implementing "change" to get a change in their bottom line, many sales people have decided to use this economy as their reason for poor production. Click here for more on motivating your sales team >> http://www.sales-seminar.com/contact.htm Determination ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Determination can either be inherent, or it can be fueled by a strong conviction and belief in oneself and one's product or service. Quite often sales people who are not determined to succeed fail due to lack of conviction in themselves or their product or service. When sales producers know they have something of value they challenge objections, excuses and reasons for deferring decisions or not buying. If their method of conveying this value fails, they simply try another angle instead of giving up. This factor, in and of itself guarantees success. One reason that determination is often lacking is that traditional sales people see their situation through the wrong lens: Their own. Top performers focus on the prospect's reasons for buying, not their own reasons for selling. When a sales person takes the time to really understand the prospect's situation and goes beyond the basic needs or wants of the prospect they begin to see the big picture and how their solution actually removes obstacles that have been and could continue to impede the prospect's ability to increase efficiency. When a prospect clearly sees this high level of determination they too begin to see how much you believe in your vision. The top producer conveys their desire to help their prospect overcome their obstacles in order to help them reach their goals. For More Sales Assistance >> http://www.sales-seminar.com/workshops.htm For Business Owners and Sales Managers ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Are your sales people suffering from self-limiting beliefs that impede their ability to consistently generate sales? Do your sales people tell you that their poor sales results are a result of the poor economy? Do you want to give your sales people the tools to maximize their potential and as such increase your bottom line? Click the link below to discover Peak Performance Sales Solutions. Business Owner's Worksheet >> http://www.sales-seminar.com/forowners.htm Has the Sales Superstar Eluded You? ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ The so-called sales superstar often makes their biggest sale (and sometimes, only sale), when selling himself/herself into the sales position you have available. More often than not your expectation levels are high yet six months later their productivity levels are low. What happened? Read how to find sales producers for your company>> >> http://WWW.SALES-SEMINAR.COM/recruit.htm Upcoming Online CEO Business Strategy Seminar: How to Convert the Lackluster Sales person / How to HIre the Top Producer ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ - Are you having difficulty in getting your sales team to continually increase sales? - Is your sales team unmotivated to strive to meet the goals you set for them? - Are you looking to find that sales superstar? Then your attendance at this online seminar is a must. Seating is Limited so register early. http://WWW.SALES-SEMINAR.COM/w_salescand.htm ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Quick Links... ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ * Home Page >> http://www.sales-seminar.com * Peak Performance Events >> http://www.sales-seminar.com/workshops.htm * Common Problems >> http://www.sales-seminar.com/forowners.htm * Contact Us >> http://www.sales-seminar.com/contact.htm ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ email: information@sales-seminar.com voice: 610 878 9400 Address: 630 Freedom Business Center, King of Prussia, PA 19406 web: http://www.sales-seminar.com ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ To unsubscribe go to http://69.13.54.150/mailmailer/others/unsubscribe.3z?liid=5038035&cid=3187&lid=716 powered by MailMailer