Sales is not as easy as most would like to believe. There are few short cuts. Unfortunately, the Internet and your local book store are full of snake oil–top ten lists and short cuts. These short cuts are certain to short your sales results.
Unfortunately, you may not even realize you are taking a short-cut. Let’s take a look at a few indicators that you have been taking short-cuts:
1. Not calling ALL of your sales leads: So often we get overwhelmed by the number of leads to be called. This results in us “cherry-picking” a few juicy ones and attempting to get the easy deal and fill our quota. This behavior is supported by studies that show 50% of leads never get a follow-up.
2. Not following up completely: Making a couple of calls on a lead rarely gets the deal. Most deals require a fourth or fifth call, but you feel like it is dead. This behavior is supported by studies that show 80% of sales are made between the fifth to twelfth call.
3. Abbreviating your sales process: Sales take a very defined path in most cases. You need to build a relationship by building trust, filling promises, meeting expectations, and listening to what the customer wants. All of this takes time and multiple encounters. If you are trying to short cut that interaction with the customer you are probably going to lose the deal to a better sales person.
It is easy for short cuts to creep into your sales process, especially when you are struggling. However, remember that even all-stars have hitting slumps and the smart one know that the only solution is to slug his way out of it.
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