Top 7 No’s that Derail the Sales Process
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Free Download - One of the Greatest Enemies to Leadership and Human Potential Is The Comfort Zone By Leanne Hoagland-Smith |
Business people do not buy for many reasons. Usually the resistance also called stalls and objections to buying something begins with the simple word of No. However, behind this no are numerous reasons. These No’s are not in a ranking order as individuals are unique as our their reasons for not buying.
No time - Time is a precious commodity. Many people simply lack the time to go out and make good buying decisions. Just think how many times you had to call your prospect before you even schedule your first meeting?
No relationship - People buy from people they know. If the relationship has not been established, then the hope for a sales strategy takes over. And we all now that hope is not the best sales strategy.
No budget - People in business just as in their own personal lives want a lot of stuff from products to services. However a business runs on a budget and sometimes the dollars are not available at that moment in time.
No desire - The old age goes No one wants to be sold, but everyone loves to buy. If there is no desire, then why would I want to buy anything?
No reason - People buy for a reason or a need. If there is no reason to buy services, there is potentially no sale unless the salesperson can find a reason.
No faith - Even with an established relationship, faith must be present within that relationship. We know many people and like the, but would we do business with all of them? I think not.
No Knowledge - Knowledge is critical to understanding the value of the product or service specific to the buyer. Also, the seller’s knowledge must be credible to ensure his or her expertise to the buyer.
There are probably several more Nos that could be added to this list. However from my experience as a business coach helping struggling businesses to increase sales, these are the main ones that I have heard.
If you wish to increase sales, then make sure you can overcome most of these Nos if not all of them. Even if there is no budget, are you sure and if so, if the client has enough value, then stay in contact with him or her. Do not let the Nos keep you from business success.
Top 7 Nos that Derail the Sales Process - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Dave KurlanDave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Dianne CramptonDianne Crampton is North America's leading authority on team culture. She is an author and professional speaker and president of the leading team culture consultancy, TIGERS Success Series, Inc. Crampton has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down or to subscribe to TIGES Free monthly e-newsleeter go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: Winning Business Team Cultures And Why They Thrive, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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