“I used to be in sales, tough job”, I hear people say all the time, it almost seems like everyone has dabbled in sales at one time, evidently without success!
So what is it that causes the majority of salespeople to fail? Is it a fault in the recruiting process; is it a fault of the individuals or even the training process? I can tell you that it’s all three!
The recruiting process is where the problems start as most employers use the throw mud at the wall and see what sticks method, hoping that by sheer chance they are going to find the next super star salesperson, once in a blue moon it happens just don’t hold your breath!
Hand in hand with the first problem comes the second, training, for some reason most companies fail to adequately invest in their sales forces development, which is ironic considering that the entire success of the company cannot and will not happen unless excellent sales people are in situ!
I often hear sale managers say, “But what if I invest money training them up and they leave?” That’s about the dumbest thing I’ve ever heard! I would personally be more concerned if I didn’t have them trained properly and they stayed!
The obvious third issue is that of the salesperson themselves are they self starters hungry for sales success or do they just sit at their desks absolutely clueless about how to find clients and make sales?
The successful salesperson needs to have been able to master two aspects in order to become successful in the field of selling, the first is obviously the sales process but the second less obvious element is that of mindset, few people realise the need to be able to create a winning mindset and even fewer know how to achieve this.
So what role does the mind play in selling? The main factor in my opinion is that of beliefs but in particular limiting beliefs, how many times have you seen someone excel in selling only to say to yourself, “How come they are doing so much better than me, they haven’t got an ounce of the talent etc, etc that I have but they are doing so much better”
Sound familiar, what they have that you don’t is a powerful belief system that allows them to excel in the field of selling, I experienced this first hand myself, I had absolutely no self belief whatsoever when I started my sales career, I would sit in the office trying to make cold calls while everyone else used to come around and pretend to warm their hands on my blushing face, or I would call at a house only to freeze at the door being unable to knock.
For me personally, I learned everything the hard way, nothing came easy, and when I started to become successful it was down to pure tenacity or the stupidity not to give up, the jury’s still out on that one.
But it was during this trial and error phase that I made my greatest discoveries, among some of them were….
One word that I changed during a presentation accidentally which dramatically increased the size of my sales each and every time, it fact it either doubled or tripled the size of the sale on average.
I discovered that there were certain things that I did that made my prospects feel compelled to do business with me and when I did this with all my other clients I closed more sales more often.
I discovered that if I acted in a certain way that they would accept me as an authority figure much more easily which again transformed into more sales.
These are just a few of the things I discovered and they are impersonal and will work for whoever uses them, I guarantee it!
I spent a considerable amount of my time and money travelling the world attending sales conventions looking for the magic pill, (I can tell you there isn’t one), but there are ways that you can dramatically improve your sales career and I can show you how.
I went from generating £40,000 to in excess of £250,000 in commission within 12 months and you can too, believe me, in all sincerity if I can do it you most certainly can!
So take a few minutes and visit www.sellingsecrets.tv to find out more and I will even send you five free reports that will improve your life and business free of charge.
See you soon. Mark Baker (markbakerspeaks.com/)