The 7 habits of highly ineffective sales teams: Part 2

Uncategorized Dec 19, 2018

Last week, our research and uniquely-placed insight determined that sales are hampered by 7 key factors. (Click here to read article 1 in this series)

To recap, sales are about relationships, getting to know your customers as well as they know themselves. Team success is highly dependent on how well you know yourself, your clients and your team.

The Sales Counsel is strategically placed to take you there. We have coached, trained and mentored more than 8,000 delegates and stakeholders locally and internationally, at over 350 conferences, workshops and training sessions.

In article 1 (click here to read the full article), we discussed three of the seven habits that limit sales team success:

  1. Impromptu Conversations,
  2. Insincere Rapport Building, and
  3. Sloppy Detective Work

Do you or your team identify or resonate with any of the following remaining habits?

  1.        Rushing the solution

As salespeople ourselves, we are aware that there is a prejudice that exists towards salespeople, and we have two choices:

  1.         We can confirm the prejudice or
  2.         We can contradict the prejudice.

Most clients are just waiting for you to present your solution. Because they expect you to drive your agenda. Why rush it? Consider an alternative approach, one where you take your time to understand and build the problem, side by side with your client. When your client understands the full scope of the problem, they will accelerate the process internally. After all, if you uncover a serious problem, your client is not going to let you leave without giving them a solution, are they?

Slow and easy does it

  1.         Irrelevant Collateral

Your company may have the best brochures, videos, and product sheets on the market. But, your clients are fickle, frazzled and frustrated. Just like you.

They want answers, long-term solutions to an immediate problem. Product sheets and brochures did what they were designed to do: they got you through the door. The sale is up to you now.

Finding answers in a sea of product is overwhelming. And, you are making their lives more difficult. If you overwhelm them with information, you are likely to delay their decision until they’re able to clarify and make sense of what is in front of them. Choose only the collateral that is relevant.

Help them to manage their chaos, do not add to it

  1.         Rushing the Proposal

Too often we lose momentum when it gets to submitting the proposal. With an average of 5.4 decision makers in any complex buying decision, you cannot afford that. Your proposal is the only scorecard of the value you have built. Don’t rush it. Take some time to make sure that your research is clearly reflected, and that your proposed solutions address the problem at hand. Relevant, researched, reflective, resonant.

 

Let your proposal reflect the value of your conversations

 

  1.         Follow Up

It is one thing to say you care and another to live that philosophy. Sadly, on average 3% of salespeople follow outside of the sales cycle (after closing the deal). The most powerful follow-up is when you have nothing to gain, except the knowledge that you have done a good job! Never forget that tomorrow’s sale is influenced by the perceptions your client has today.

 

Your greatest opportunity for influence lays outside the buying cycle. Use it.

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