We all are known this is very tuff scenario for all the major economy. Each and every sector is going down and down. And if you are a sales person then your Default is more than the others in this economy slow down your sales lead generation ration is very poor. The best mind for sales is the mind that teaches the sales rep to let go of all of these things. You can't be thinking about your paycheck when you're in front of a prospect. You can't be thinking, "Wow, my wife is really going to get in my face if I don't make a sale today," or, "What am I going to tell my boss when I don't have any new sales today?" That's the attitude of fear. Neither can you be stuck in a sort of "lean and hungry," attitude that looks on people and gets a "I got another one," feeling about it.
How can you shift your mind so that you are 100% focused on your prospect in a way that is going to resonate for them? It's this simple: you should dedicate yourself to understanding that prospect's world. Every statement they make, every question they ask, and every objection or stall they raise is an opportunity for you, the rep, to find out what their real needs are. It's only then that you can match your product or service to the need and be of genuine help to your customers.
It's no secret that there's more of a struggle to fill up vacancies these days. Our stormy economic climate means that seniors communities that never had trouble filling up units before now have to compete on a whole new level. If you're not slashing rates, it's hard to contend with other communities that are - especially when they're also offering incentives like unlimited health care & monthly rent for one low price. Potential buyers are also skittish due to the difficult real estate market.
Yes, it's all too easy to get discouraged - and lose your "sales mojo." The good news is you have it in your power to get results for your organization. I'd like to share the success stories of three awesome clients we've been coaching that are now seeing increased revenues and growth - thanks to great executive and marketing teams that took our proven sales strategies on-board and made them work.
The most popular Sales strategic approach in Hard Times is: 'knock on more doors'. Work harder: more calls, more demos, more proposals. I recall this strategy being implemented by my first sales company for whom I sold copying machines in London in the early 1970's. "Go down each street on your sales territory rubbing your elbow against the wall. Every time your elbow 'goes in' it will probably be a door. Enter that door- who knows what customers may be lurking behind it !" The trouble with this 'numbers game' strategy - "the more doors you knock on the more orders you get"- is that the vast majority of today's sales mangers truly believe that this is the reality of the sales profession. They are wrong. The net result of 'knock on all doors and cold-call all every name', is that most of the time the seller is talking to people who are simply not and never will be clients. The only outcome is shorter and shorter sales meetings, constant rejection and a thoroughly disillusioned sales team. There are much more effective and efficient ways to find customers in the 21st Century. Even if it worked in the good times it most certainly is not working now!
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