A company whose salespeople exhibit these behaviors is a company on the ropes.
- They wait for things to happen. They wait for a call back from a prospect, wait for prospects to call in, wait for a quote, and wait for a decision. This “waiting” activity wastes time and money. It’s a salesperson’s job to drive the sales process.
- They act complacent. Prospects are influenced by their enthusiasm or lack thereof. Prospects like to do business with positive, enthusiastic salespeople. They can detect the mindset of salespeople based on the way they think, their actions and their passion for business.
- They don’t plan their sales process. Salespeople should try to ask themselves before every call.
- What are my sales steps?
- What do I do in each step?
- Where does my sale break down?
- How can I make the sale go more effectively?
- They complain too much. Another form of inaction is complaining about poor leads, the credit department or the economy. This isn’t the time for laying blame or complaining because of market conditions. Many salespeople continue to thrive, despite the economy. Be one of them.
- They don’t surround themselves with positive ideas and role models. High achievers never assume they can stop learning just because they have reached a certain level of success. they read constantly, share ideas with others in their industry, and look for mentors who can help the achieve their goals.
