Seven Reasons Most Salespeople Sound Like Charlie Brown's Teacher

"Wah, wah, wah, wah, wah ..." 

 - Charlie Brown's Teacher

It doesn't matter if you have the best product, service, widget, idea, or message, it boils down to a couple of key points:  if you can't first and foremost get attention and then demonstrate to people why you are the best provider of the solutions for their pains and fears over a long period of time, you are in for serious trouble.

All the best marketing strategies that deliver qualified leads and referrals to your door or inbox is for naught if the hand off is bungled, they are not nurtured properly, and the opportunity to serve is blown due to little if any sales strategy.

Here are three other quick, yet important, reminders as to why great sales skills are of key importance:
 

1. Competition is intense and it's now global (think Google search).
2. You must be able to communicate and demonstrate your message, ideas, and vision in a world where most people believe little if anything the first time they hear it.
3. Most people 'wing it' when it comes to selling and it costs them and their business a fortune.

What's the Dirty 'Sales Secret' that Most People Refuse to Believe?

80% of all sales are made between the 5^th and 12^th contact. (A contact does not have to be a phone call or face to face it can be (email or video) relevant information that serves the prospect.)

Only 10% of salespeople follow up more than 3 times!!!!

You can be a Superstar if you develop a system to follow up with relevant information, not sales literature, phone calls and boring pitches and coupons!

Seven Reasons Why Prospects Stall in the Sales Process:

 

1. They are simply not ready to buy right now, but 80% of the leads (those "tire kickers") will in the next 12 months.
2. You don't follow up, or if you do it is BORING (share relevant information, don't call and say "just checking in. Just following up....").
3. They don't have enough EVIDENCE (you don't talk about their pain and fears) to feel like seeing you or selecting you.
4. Fear of making a BAD DECISION (buying safety).
5. You push TOO HARD - appear desperate - pleasing (telling) vs. serving  (demonstrating).
6. They're not the DECISION MAKER or there are others on the "team" that need convincing.
7. You aren't MEMORABLE - "commodity". (You talk about you (see quote above) not them, you don't address their wants, needs, pains and fears).

Talk about their pain and fear first, they don't want to hear about you and your company. They want to hear about them and their issues and problems. Then you can demonstrate how you and your company have the best solution via information and demonstrations that address their pains and fears.

All the best,
Rick Wallace