Sales Training London: The 5 Hidden Weaknesses That Once Overcome, Will Dramatically Improve Your Sales
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Free Download - Sales Training London: Are Your Prospects Playing Games With You By Marcus Cauchi |
5 Factors That Hurt Your Selling Performance - Fix Them And Gain 152%+ [ Business : Main ]
There are five common hidden weaknesses that can and will neutralise your selling strengths and skills. These five are only a fraction of all the hidden weaknesses salespeople are likely to have. By identifying and correcting these five, however, you can make a significant impact on your sales performance. They are:
1. NON-SUPPORTIVE BUY CYCLE
These salespeople 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.
2. NEED FOR APPROVAL
These 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 sale. This weakness, once overcome, will help you increase your sales by 35 percent.
3. 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 prospect about spending more with your company than with your competitor. These salespeople are likely to waste time giving presentations to prospects who really don't qualify. Once overcome, this salesperson will increase his or her sales by about 27 percent.
4. SELF-LIMITING BELIEFS
These salespeople have a belief system that contradicts selling basics, techniques or required actions. This limits their ability to execute what they know in selling situations.
5. INABILITY TO CONTROL EMOTIONS
The prospect knocks these salespeople for 6 by saying something that they weren't expecting or were hoping not to hear. As a result, they 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 sale. Once overcome, you'll be able to increase your sales by 25 percent.
(For example: if belief is that the prospects need to think things over, that will neutralize their ability to close the sale - even though they know that's what they're supposed to do.) We've identified 54 self- limiting beliefs that, once overcome, will help you increase your sales by 30 percent.
If you would like to know more about how to identify these and other hidden weaknesses in yourself or your sales team and which training programs are designed to overcome them, contact me. Do you have a Sales Candidate Screening Process to identify the above weaknesses and avoid hiring "lemons"?
(C) Marcus Cauchi and Sandler Systems Inc 2007
Sales Training London The 5 Hidden Weaknesses That Once Overcome Will Dramatically Improve Your Sales - To learn more about this author, visit Marcus Cauchi's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson'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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