For some time now, I’ve been watching a disturbing sales trend. It shows up in the majority of sales teams and in my private coaching practice. It shows up in questions I receive through emails and private messages from followers in social media. It shows up in products I’m trying to purchase! As a buyer, I’ve had to sell myself because the salesperson didn’t seem to know how! So I’ve decided to address it.
Sales Managers, how frequently do you observe reluctance in your sales team? I’m not talking call reluctance, I’m talking about sales reluctance. Have you noticed this sales trend?
Unless the sales lead magically appears and sells itself, salespeople seem to be reluctant to prospect, develop the sales lead, then sell it. I’m astounded!
These reluctant salespeople are well-meaning but seem to be stuck. And in sales, that’s a death sentence.
Is the Disturbing Sales Trend a Training Issue?
At first, I thought it was a training issue. However, after training, I found no change. After giving specific steps, with the sales words, scripts and the whole nine yards…no change.
The Cold Calling is dead philosophy doesn’t help. And the social selling phenomenon suggesting you can make millions is much like fake news. (No hate mail…please.) Social selling has its place. BUT for the everyday salesperson, you can’t attain your sales goals through a snazzy email campaign or by creating a few social media accounts to drive business.
Do you still believe in Santa Claus? Wake up little ELF, because what you’re really doing is hiding from any semblance of human contact.
The Real Issue
This is the crux of reluctance. It’s my observation that since the social selling phenomena, the sale trend of sales reluctance has increased. Then it’s fueled by those who claim Cold Calling is Dead. I’ve said it many times. Those that say cold calling is dead stink at cold calling. People who have mastered cold calling, laugh at this. People who stink at it, feel relieved that they can stop. And stop they did.
Stopped cold calling.
Stopped asking for referrals.
Stopped any kind of selling engagement that could lead to human interaction so not to face rejection!
I’m suggesting you get real about your sales situation. And the only way to overcome sales reluctance is to shift your mindset.
A sales process will only take you so far. What’s also needed is a skillset, toolset, and mindset.
And sometimes you need to go back to the basics.
Sales is about
- Engaging with the buyer through actual voice to voice conversation.
- Never ask a question the buyer can say “no” to.
- Being confident and making recommendations.
- Smiling and maintaining eye contact.
- Asking for the sale by giving the buyer choices.
The Sales Mindset
Do you live inside the box called your life?
If you always put limits on everything you do, physical or anything else, it will spead into your work and your life. There are no limits. There are only plateaus and you must not stay there, you must go beyond them.
Hiding behind email, social media, and the laptop limits your sales potential into a nice safe box. But that’s not where selling lives. That’s not true sales engagement. And you’ve just created roadblocks for no-limit selling!
Roadblocks to No-Limit Selling
- You rely mostly on logic.
- Following the rules is more important to you than thinking outside the box
- You care too much what others think of you.
- Uncertainty signals danger! You seek too much certainty.
- You fear success.
Watch this no-limit thinking video by Gerhard Gschwandtner
How to Break Free
Go back and look at your daily patterns. Determine how to change up every area of your sales day, sales activities, sales approach, sales engagements via phone, email, social media, and face to face. DO SOMETHING DIFFERENT! Something that makes you a little nervous. If you’re not sure how to change it up…CALL ME! I’ll turn it upside down for you!
Track what you’re doing so you can discern the impact of the changes you’ve made. Don’t make it difficult. Change one thing a day over the next 4 weeks. Allow yourself to be creative and don’t cave into the limited thinking of “it won’t work”. Give it a shot before you pass judgment.
CALL ME. I’ll help you shake it up!
Christine Harrington is the Savvy Sales Lady, helping sales teams and individuals win more sales through a unique way of selling called Peak Performance Mindset. Christine brings 40 years of selling experience with Fortune 500 Companies, to help you shorten the learning curve, move past your selling blocks and position yourself as a Peak Performer. Sales Leaders, Sales Managers, Sales Teams, Small Business owners and their employees have captured their edge through attending Christine’s Peak Performance Mindset Workshop and Coaching. Learn how she can help you or your team get the edge by clicking here.