Often, salespeople are looking for those tips and tricks to find or close the next deal. If any of us had these tips and tricks we would certainly be using them. However, what I’ve seen from the best salespeople is that they aren’t using these tips and tricks. They actually are engaged with their prospects. If their solution is not a fit, they get a “no” as quickly as possible and move on. The bottom line is there’s no substitute for doing the hard work of a sales professional – asking the right questions to see if what you have is a good solution for the prospect. Sometimes that means going against the grain to get the truth, even if it’s a rejection.
If you want to get the truth you may have to ask some tough questions – or even do something that makes you uncomfortable.
What really stands in the way of the weak salesperson is their mindset. They often look for the latest techniques as a substitute to finding more prospects or really solving a prospects needs. Truly, the best salespeople are out there prospecting and looking for more qualified prospects to do business with, and they push themselves. They don’t push prospects – they push themselves. To do it better, more frequently and often outside of their comfort zone.
How many times have you been in a buying situation where the price kept getting reduced or the offer was only good until a certain time, usually that day. You probably told the salesperson no, but he just keeps pushing. When his time may be better spent finding another prospect. Maybe you didn’t say no – maybe he can figure it out on his own, when you stop returning his calls.
Salespeople (as buyers) often treat other salespeople just like they are treated by prospects. Essentially, what comes around goes around. Professional salespeople, hold their ground, they get to the truth and move on appropriately.
So where do you fit in? If you are unsure where you stand as a salesperson take a look at the four warning signs that you may be a wimp. The good news is that this can be fixed.
1) As a buyer, you never call a salesperson back to tell them NO.
2) You consistently lay blame on your prospects. They just don’t understand what they need.
3) Your pipeline has contained the same names for several “typical” selling cycles.
4) You cut your prices well in advance of a prospect asking.
and a bonus: 4a) You believe that your product or service should come at a fair price or even a premium. However, you don’t share that same belief with people you buy from.
There are many more signs that illustrate this issue, and from time to time we’ve all been sales wimps. The key is how do we change? How do we learn to simply be honest, straightforward, hold our feet to the ground and not be a wimp.
Maybe the real lesson is being able to identify and admit when you’re a wimp, and finally being strong enough to make a change.
Don’t wimp out on yourself or your sales!
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