Have you ever had a potential customer say, “It’s too expensive,” or “I don’t want to get stuck in a contract,” or even “It’s just not important right now?” Every prospect you speak to has objections or reasons they are hesitant to buy your product or service. Whether they think your product is too expensive, or if your company is too small, you’ll face any variety of objections. These four steps will help you resolve those objections.
A typical sales leader’s day is consumed with customer fires, meetings at every level, a conflict between departments, and frequently running out of time. Wouldn’t’ it be nice if you had the time to build a better team with a good culture that’s thriving? If you answered yes, then these time management tips are for you.
With the whole world being tipped upside-down lately, are you finding it harder to get your team to accept change? Change is never easy and organizational change is no exception to that rule, but it is necessary. Many companies are changing things like the sales process, who to chase, pricing, terms, the information they gather, etc. So how can you get your sales team to rally behind change?
Do you know a salesperson who is underperforming or struggling? Do you chalk it up to a bad hire? That could very well be the case, but we often find that the root of underperformance is usually due to an underlying cause tied to what we call “The Big Three.” Weakness in any of the three areas can cause the salesperson to underperform. Here are tips you can use to help underperformers.
A Sales Operating System (SOS) is the rhythm or cadence in which your sales team meets and communicates. Many organizations have not formalized their sales operating systems and are running their sales teams in an ad hoc manner. It is good that sales leaders are talking to their team members often, but when was the last time any of your underperformers approached you asking for help?
It is also a time of potential challenge for sales leaders. As our people recharge and rejuvenate, we run the risk of having revenue take a vacation and either losing some of our first half gains or falling behind altogether. Here are signs that this may be happening:
Are you feeling disorganized? Do you track your daily and weekly meetings? Are you always putting out fires? Have your one-on-one sessions and ride-alongs dropped off? If you feel like you’re underwater and don’t recognize that specific meetings and tasks have fallen off your plate, then it’s time for you to set up a Sales Operating System.
Are you a CEO who is wondering if you should keep your highly qualified sales leaders because the numbers aren’t there, and you’re not confident that they will be? Or maybe you are a sales leader, and right now, you are wondering if you should be updating your resume because the CEO is always on your back? The problem is usually based on a lack of communication, and often causes the revolving door effect the solution is very straightforward.