Struggling with Sales – Why you struggle to sell effectively.
You are not making sales. Why are You are missing your sales targets and maybe not earning the commissions you need. Why do You struggle to sell effectively? You want to make more money through your selling but are struggling to find that missing piece that will complete your sales puzzle.
I know exactly where you are. I suffered from the same challenges and at times missed my sales targets. Selling, while being a simple process is not always easy. As a salesperson you stand by your activity. You are only as good as your last month’s figures and revenue. You are expected to, at the very least, match your results.
You miss your sales targets and the reality is you fall into the radar sights of your sales manager for the wrong reason.
You want to improve your sales. You want to improve your commissions and income or you might want the satisfaction of topping your company’s leaderboard. Maybe you just need to move away from your sales managers’ beady eyes.
Whatever it is, think of this. A major social network platform reports that 55% of sales people miss their targets. This can be down to a number of reasons, but, factor in that only 3% of prospects trust sales people and of that 3% , nearly 50% think that you, the salesperson, are pushy!
Is it a wonder why your sales are a challenge?
What can you do to mitigate the challenges posed in improving your sales? I will take it that as a sales professional you will have done your groundwork, such as the pre-qualifying of your prospect, obtaining the info you require, establishing a potential need, setting the appointment etc.
The area you need to pay attention to is the preparation of your pitch to your prospect. By that you need to know that the solution to your sales challenges is not just the questions you are asking, no,
The Number 1 Key Reason you are struggling with sales is
The quality of those questions.
For example, Your questions need to ask your prospect what are:
Their Challenges
The issues they face with a current provider
What areas are they looking for improvement in
What deadlines they have
Budget issues
And so on.
The more quality questions you put together for your individual prospect, the better.
Asking quality questions will give you a framework to become consultative in your pitch. You can gear your answers to the specific issues and become solution oriented in your presentation.
Providing a solution to your prospects issues is the key to your success.
The process of asking questions is the same whether you sell face to face, over the telephone or through the written word. The more you uncover, through questioning, your prospects’ pain points, the more you can provide a solution and move them away from them.
Your task is to review the type, the style and the intent of the questions you are currently asking. Are you really drilling down into what is causing your prospects issues? What really is the best outcome solution for them? What deadlines do they want to see the improvement by? And so on.
If you improve this area, focus on the solution as the answers, you will secure and close those extra few deals that will get you where you need to be, and that is the commissions and earnings you desire.
For more helpful and free information to help you improve your sales and income head over to my post
You are Missing Sales by Missing the Basics and get FREE information.