There is not a sales person out there that would argue with the role of sales motivation in winning deals. Every sales meeting and rally should be packed with motivation. Motivation to set goals, break records, and bring revenue.
Is something missing? Do you feel like this isn’t working anymore? Are your sales suffering in this down economy? Chances are there were a lot of “yes” answers to these questions. Want the secret to changing that fate–transferring that motivation to your customer?
Don’t Neglect Sales Meetings
Sales meetings are the heart and soul of your sales motivation. Unfortunately, as times toughen I see a lot of organizations abandoning their sales meetings. This will lead to a dangerous degeneration of confidence and motivation.
Sales people are social by nature and need that collaboration to prime their engines. Sharing best practices, reviewing products, and cheering successes are important. Even if sales are down you need to pull together that motivational moment. You need to look for and reward every little positive.
Building Confidence in Your Sales Team
Keeping the negative out of the room is critical. There is certain to be a lot of grumbling and “can’t” floating around the sales floor. That is not going to help any deals get closed.
Confidence is a state of assurance. Most of the sales people in your organization have been consistent closers at one time or another–remind them of those successes. Take some time at your next sales meeting to reflect on what worked to build past successes. Are there ideas to be relearned?
Most importantly look for and highlight the smallest successes in hard sales environments. Look for opportunities to leverage those small successes into larger ones.
Transfer Confidence to Your Customers
Confidence is contagious. That is the most important reason to crank up the sales motivation during tough sales environments. Your motivation, your confidence can and should be transferred to your customers.
Many of the prospects you will talk to will be timid and pensive in this economic environment. You have to cut through this hesitation. You have to flush out this silent objection. To get the deal you need to transfer your confidence to the buyer.
Your motivation will give them confidence to make that decision.
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