One of the most often re-quoted reminders by those attending my live training sessions is: “There are only two types of people you will ever encounter. Those who you can help and the other kind.” No truer words have ever been spoken.
In the next two days I plan to touch on nine reasons why most salespeople are not more successful. Today we will discuss the first four.
- Having too many prospects in your pipeline. Ultimately, it’s the quality of your prospects that are going to meet your quota. Don’t get caught up with “numbers,” and “likes.” Work on fine-tuning a systematic approach to discern if a candidate actually fits your description of a profitable future customer. Get more particular with who you want to do business with.
- Not having the time to follow up. Without a doubt this is the biggest problem most sales professionals face regardless of their industry. Selling relationships takes time to develop; there are no excuses for not keeping in touch with your prospects and continually seeking opportunities to bring more value into the equation.
- Not segmenting your prospects based on who they are and their needs. This too is big. Treating everybody the same is a recipe for disaster. This takes time, effort, and discipline. Learn to categorize your prospects based on their wants, needs, personality, and idiosyncrasies.
- Relying on email as your primary tool to prospect. Email is efficient, but it’s also seductive in having you think you’re reaching prospects. Selling has always been considered a contact sport. Yes, there is room for digital communication, but don’t ever discount the importance of face-to-face contact.
These are the first four reasons more sales professionals are not more successful. Tomorrow I will share reasons 5-9.
Mike Marchev is a down-to-earth motivating sales trainer, author and business coach who specializes in the travel industry. Mike’s column is made possible by AmaWaterways.