What are the barriers to your success? What really gets in your way? No one can tell you what those barriers are because they are not the same for everyone. I can tell you though, it’s not the company, the economy or the boss. All barriers to success start in right there in your head!
The first step to overcoming the obstacles standing in the way of your goals is to identify what they are. Nothing can be done until you name them. Only then can you take necessary steps to move those mountains, and it often takes outside help to even identify what your roadblocks are.
Insanity is doing the same behavior over and over again, yet expecting different results. The simple truth is that only when behavior changes will the results be any different. The problem is, all behavior is purposeful; that is, it happens for a reason. If you want to change people’s behavior in any real and lasting way, you must change the reason that lies behind that behavior.
The best investment you can make right now for immediate results is to teach your sales team new paradigms, different perspectives and different skills.
The Sales Focus ‘Sales Master Training” training philosophy is predicated on the fact that there is more to being successful than just techniques. Our training programs address the three components for success: Attitude, Behavior, and Techniques/Tactics.
Concepts will be presented in informal lectures that draw upon audience participation for examples, questions and discussions. Training is based on the ideas that true learning occurs only when individuals discover something for themselves.
We have adopted combining a leading training methodology with “Criterion Referenced Instruction” (CRI) with reinforcement training to create a skills-based program that provides not only a vehicle to acquire knowledge, but practice and skill checks which allow participants to demonstrate their ability to effectively execute the element of the attitudes, behaviors and techniques presented.
Training programs should be based on objectives, skill checks and reinforcement. Objectives include the conditions, action and criteria. In other words, objectives tell you what you are given to work with (conditions), what you must do (actions) and how you will know when you are successful (criteria)
Proper sales training should always include the six key ingredients to success:
The Topics to Cover include the following;
MANAGING THE PROPOSAL PROCESS
COMPETENCY: The participants will know how to oversee the proposal process, including the timing of it, the steps involved and the success of proposal and presentation efforts.
PURPOSE: To identify and define the proposal process and everyone’s involvement in the process.
COMPETENCY: The participants are aware that negotiating has specific purposes, steps and skills and is central to closing the sale.
PURPOSE: To provide an overview of the importance of negotiating, as well as information about the objectives to be accomplished in the negotiating session and the steps and skills required to achieve those purposes.
CLOSING THE SALE
COMPETENCY: The participants will be aware of closing the sale criteria and how to fulfill them.
PURPOSE: To provide a conceptual framework to obtain a clear YES or NO decision
COMPETENCY: The participants will understand that selling is a process of a systematic series of actions by which one develops an opportunity from start to finish, whether that finish is closing the sales or closing the file.
PURPOSE: To remove the pitfall in the participants current selling system and ensure a clear conclusion, be it a “yes or “no” to each selling opportunity.
Overcoming Barriers to Success
Barriers to sales success can be overcome by 1) identifying them, 2) admitting you have them and 3) believing you can get rid of them, 4) then submitting to a solution until you are back in control of your success.
Wrong action >>fire “C” Level Mgmt., take over, and change the direction and culture
Wrong action >>never hired a sales person who claims they can bring a ‘book of business”
Wrong action >>president and vice president spend 50% of their time in sales trying to fix “it”
Wrong action >>buy a list of leads and turn them over to the salespeople
Wrong action >>spend the money on marketing efforts that generate more leads
Wrong action >>expand into new geographic areas to gain more sales
Wrong action >>ask for forecast from the sales department and work as if it were correct
Wrong action >>give salespeople their new quotas and expect them to achieve those quotas
Needed Action = Build an Organization that Sells
First Action = Build an Organization that Sells
Best Action = Build an Organization that Sells
Only Action = Build an Organization that Sells
Right Action…. Acknowledge that you have exhausted all possibilities of finding the solutions within your company’s key personnel or your vendor base. It is time to turn to experts who can see the forest through the trees. The best advice we can give you is crawl before you walk, walk before your run.
There is an old business adage; “nothing happens till a sale is made.” That being true let’s work on your current sales team.
With today’s tough economic climate, every company needs to improve upon their rate of selling success. Sales are not only dependent upon the few individuals with the “Salespersons” title, but the entire organization. You can’t wait to see the difference!
Sales Focus Inc. Pioneered the Sales Outsourcing Industry and has the most effective and proven process S.O.L.D.™ in the industry. Our process has been implemented in many Fortune 500 companies along with small and mid-sized organizations in all industries.
Building Intelligent Sales Solutions has been our only focus since we pioneered the Sales Outsourcing industry in 1998. Sales Focus Inc., (SFI) has generated well over $10B in revenue for our clients, utilizing our repeatable S.O.L.D.™ process, which allows you and us to build dedicated sales teams focused on growing small & large companies alike.
Intelligent Sales Solutions Focusing on client acquisition, building and launching dedicated sales teams on a national level, all while reducing the cost of sales is what makes Sales Focus Inc. (SFI) unique. We create repeatable and sustainable business processes designed to bring sales results in a short period of time. SFI is able to provide a dedicated sales team across the country or across the globe to meet the needs of each individual client. Our sales representatives are thoroughly trained using our Sales Master Training Program for both tactical and strategic solution based selling. Sales Focus Inc. is committed to providing our clients constant sales intelligence in the form of daily, weekly and monthly reports, allowing for our clients to own the customers. Whether our outsourced sales teams are feet on the street or inside sales, Sales Focus Inc. is committed to driving down the cost of sales, generating immediate revenue and building “Intelligent Sales Outsourcing Solutions”.