Is your selling aim off? Are you struggling to hit your sales target? Read on for the 3 Common Mistakes Salespeople Make…..Consistently!
Just about every single day this week, I was asked the same question but in a different way….
- If there were three things you’d instill in my sales team, what would it be?
- What 2 tips can you give me to make a difference in my sales now?
- If you managed my sales team what kind of action steps could you incorporate immediately?
All great questions. I gave each person the same answer for all three questions:
‘I’ll answer your question this way… Here are the three common mistakes sales people make…. consistently.’
- Selling Actions
3 Common Mistakes
Belief or lack of it can make or break a salesperson or team. And it’s one of the hardest things to coach because it’s such a personal subject.
The first coaching session I do with a new client is about belief. It’s important to build a strong selling foundation first. Your personal beliefs about your self, success, money, and selling will have a direct effect on building a weak or strong foundation. That’s how powerful belief is for the salesperson. Without the strong foundation of belief, you’ll suffer stress fractures in your confidence when selling gets hard. And let’s be honest, selling does get hard many times in a sales person’s career, even for the seasoned sales professional.
Attitude and Beliefs are completely different. Your beliefs can alter your attitude in a positive or negative way. Beliefs are opinions, convictions, confidence, faith, and trust while Attitudes are your feelings, emotions, and tendencies of the mind.
About every 3-5 years it’s a good practice to examine your beliefs and determine if they need to be replaced with more empowering ones.
Example of old belief: It’s my belief that to be successful, I need to give up too much in order to gain success. It’s not worth it.
Example of new empowering belief: It’s my belief that I can be successful without sacrificing my personal life and family. All I need to do is schedule my day that produces a better use of my time.
Challenge: Ask yourself the tough questions. What do you really believe about selling, money, and success? Uncover your core beliefs and identify those that need a more empowering replacement.
2.) SELLING ACTIONS
What activities are filling up your day? Are they selling actions or busy work?
Sit down today, and seriously think about all the activities you do throughout your day and week. So many times when reviewing client’s daily activities 80% of their day is spent on action items that will never produce sales. Think about that. Only 20% of the day is spent on action items that can lead to sales. Why?
We have a natural tendency to do the things we like first and put off those tasks we avoid like the plague!
Example: You may hate doing research on a potential client. You’d rather be talking to him face to face. So your lack of research may weaken your outcome with the face-to-face meeting because you didn’t thoroughly prepare. You’ll tell yourself, ‘it won’t matter, and I have enough to go on.’ In your heart, you know you didn’t do enough research.
Example: You know your pipeline is weak. Sales are declining. Your priority should be doing all the action steps to get your pipeline full again. Instead, you’re chasing dead prospects that will never buy, which fuels the false evidence into a belief that you can’t sell.
Challenge: Take one day this week and keep a list of every activity you do throughout the day. If you’re surfing the web shopping or watching movie trailers, instead of working, write it down. Be aware of how much time you spend on each activity whether it’s work-related or mindless activities like computer Solitaire!Examine the activities and categorize them into selling activities or time wasters. Determine how much time you truly waste each day.
Here are a few examples of selling activities:
-Research on a potential client
-Prospecting activities such as networking
-Follow-up phone calls
-Meeting with clients and potential clients
-Practicing your presentation
-Lunch and learns
And there are many, many more! You get the idea.
Structure your day in 30-minute intervals with activities that are centered on selling. This will keep you focused and on track. Put all your activities on your cell phone calendar. Set an alarm with each activity to keep you moving forward. You’ll be surprised how much more you’ll accomplish. This will stop the time wasters too.
This is the single BIGGEST problem I find with salespeople…. staying consistent.
Oh, you might start off great with that email campaign. You might even receive comments of appreciation from your clients on the articles you send. After about 3 months, it starts to become a hassle, and your enthusiasm to provide valuable content to your clients begin to wane. Before you know it, you stop. And you tell yourself it’s not working or it doesn’t bring any value …to you!
So many times, people stop waaayyyy too soon instead of being patient and allowing the seed you’ve planted to grow.
Be patient. Trust. Give freely without any expectations in return and BE CONSISTENT…
- In giving
- With follow-up.
- By networking.
- In selling activities
- With your branding message.
- Planning your schedule each day.
Consistency instills trust, confidence, reliability, competence, and professionalism. The consequence of being consistent is establishing great selling habits.
Challenge: Take a hard look and determine what activities you need to be consistent in to produce sales and give value.
I can’t stress enough the value of being consistent. If you find yourself overwhelmed, then drill down on the selling activities that will truly bring you and your clients/prospects the most value. Make a plan to be consistent in those activities and then be 100% committed. If you do nothing else in this article….commit to being consistent. Few are consistent. So be different. Be consistent and you’ll stand out from the competition!
The 3 Common Mistakes salespeople make are easily avoidable. Make it your aim this week to avoid these 3 common mistakes. Ask yourself everyday..
What am I willing to do today?