Avoiding Fundamental Sales Mistakes
There are thousands of different ideas on how to make effective sales. Some people believe the only thing that matters is the end result: closing the deal. Others believe that they can get through on charm and knowledge of a product alone. There are even some that believe asking again and again is the only way to make a sale. All of these people are actually wrong. The reality is that fundamental mistakes are made in all of the approaches and that these mistakes generally happen right at the start of the process. This is because those involved in sales are fixated on making a sale, which is the end result. Hence, they forget all the necessary initial steps. Let’s take a look at how to make a killer sale the right way.
Good Salespeople Are Hard To Find
Many sales managers state that they find it incredibly difficult to recruit truly good salespeople. Retention within sales fields is also very low, which raises further difficulties. Improving the quality of a sales team, and the results that they produce, seems to be a common struggle throughout organizations across the world.
On average, 80% of sales in any company are made by just 20% of the people who work within that team. This means there is a huge potential for improvement as well. Hiring the right salespeople is down to recognizing the qualities to look for in these people. But what are these qualities?
The Importance of Managing a Sales Team
It is very important to know how to manage a sales team and see real results. However, there is no five step plan or exact blueprint on how to do this the right way. It all depends on the industry, the business culture, the goal, the people within the team, the leadership style and a range of other variables. Most people who work in sales have strong personalities, which means they can also be highly challenging to manage. Luckily, there are tips out there that may help ease or facilitate the process to some degree.
Sales and The Art of Communication
Sales is all about communication — persuading people that they absolutely need a certain product or service. However, hard selling, the process of almost forcing prospects to purchase something they probably don’t need is a tactic that can no longer be considered valid or successful. Not only do customers see through this and end the conversation almost immediately, it is also no way to build up a good company image with a strong database of happy and returning costumers.
Because of this, businesses have to place a strong focus on ensuring their sales team is trained in effective communication. This is true for both external and internal communication. It requires an increased understanding of all elements of communication, including such things as tone, body language and the actual words used.
“C” CONSCIENTIOUSNESS DiSC Profile STYLE
The “Conscientiousness,” or “C” DiSC Profile Style individual, is quality-focused, slow-paced, methodical, and task-oriented. They focus on the details and are primarily concerned about doing things the “right” or “correct way” every time. These individuals are overly analytical and frequently set much higher standards for themselves than others and are detail oriented to a fault.
You can recognize them as being very reserved and more indirect than other styles. These people present a formal front, with a closed posture and “can’t read” facial expressions. They don’t like to express their feelings readily.