The number one reason why sales organizations fail to attain sustainable growth could be debated for years without a consensus. We will provide you our opinion which comes with decades of experience dealing with sales organizations in over 140 industries. First, we must take into consideration that we now work and sell in an environment which is extremely competitive and un-loyal at best. Skeptical buyers, budget constraints and employee turnover now make for a selling environment which is more difficult than it has ever been; that is for those who continue to use outdated traditional selling methodology. If you find yourself struggling to compete, or often lose sales you should be closing, call us direct at 866-816-0991.
The number one reason for the failure to attain real sustainable growth can and must be dealt with at the point of first contact. You as a Business Owner experience the point of first contact with any sales person in the interview. At Peak Performance part of what we do is unconventional sales and sales management recruiting. What we mean by unconventional is that we do not make a decision based a resume or our gut feelings towards any particular candidate. We utilize a process which involves certain steps used to eliminate what in most cases ends up being a very expensive mistake for most companies. Reason for Failure: The inability to clearly and effectively differentiate themselves from the rest. One of those steps is to identify a candidates ability to clearly and effectively differentiate themselves from the rest. All sales candidates will tell you they can sell, or that “you won’t be sorry”. Well, most of you reading this article are smart enough and experienced enough not to fall for these expected and inevitable sales cliches. Therefore we want you to go deeper.
The following question must be asked of any candidate, in particular for those of you who happen to sell a product or service that tends to be commoditized. The questioned posed to each candidate is this? If you were put in a room with nine competitors, competing for one job the following might occur should you be in front of a savvy buyer. He or she might just pose a difficult question to you. I would like for you to respond to the following question. And that question is: Why you? What makes you so special? How is it that you are different from anyone else sitting at this table? The inevitable and expected answers do not at all differentiate these candidates, but in fact commodotize them!
The answers sound like this:
• Well I can sell
• I have the experience
• I know the product line
The point here is this- If you asked the other nine candidates the same question:
• Can you sell?
• Do you have the experience?
• Do you know or can you learn the product lines?
What do you think they are going to tell you! Therefore, if the answers are the same or similar are they in any way different? The best you will ever see of them is in the interview; this is where ther must sell YOU! How effective do you think they are going to be at clearly conveying valuable differences to your clients if they cannot differentiate themselves!
Today buyers want to see a clear difference to give them the confidence that they will see a real result. To provide your sales people with real skill to clearly differentiate themselves, your company and your offerings call us direct at 866-816-0991 or request Info Online at https://peakperformancesalestraining.us/Contact/RequestInformation
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