Five Ways to Avoid the Sales Roller Coaster

Sales Moment Podcast

“The Sales Moment; Issue #272”

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Last week we examined the three reasons we should avoid the sales roller coaster. This week we will look at five habits we can create to avoid it.

After thirty-three years in sales, I have heard a lot of salespeople talk…because most of them love to talk, present company included! One conversation that comes up often is why some of the top salespeople are successful. You hear things like, they have a better territory or they have a better commission structure or they have people helping them with logistics.

All of these situations may be true but I also know that great salespeople do things that others do not.

You see, I was one of the guys that thought those other guys were lucky and had a better situation until I worked with a few of them. It did not take long for me to see that they were not lucky, they were professional salespeople that knew how to take care of their business. Now I know why they break sales records year after year.

Here are some of the things I learned from those salespeople and have adapted to my sales process that has helped me make the last three years the best I have ever experienced.

1. Consistent Sales Management: The sales process has many layers and successful salespeople understand that each step in the process must be repeated consistently to achieve ongoing results. One long time friend and sales professional called me this week and mentioned how he is blocking off an hour every Friday to follow-up on existing proposals. He understands if he doesn’t schedule it, it will not get done.

2. Focus: Most salespeople are easily distracted and prone to do the parts of the sales process they enjoy and procrastinate on the others. The professionals I mentioned were constantly on top of existing projects while generating new business but did not let interruptions deter them. One person uses a voice message while he on scheduled appointments advising when he will return calls during the day.

3. Motivation: Face it, some people are not willing to get up and go to battle every day. In order to keep your funnel full you must be willing to overcome whatever is holding you back. Maybe you hate prospecting or you fear rejection. I have learned that the only cure for any of these mind games is action. Get up and bust through those self-limiting beliefs.

“Everything you’ve ever wanted is sitting on the other side of fear.” ~ George Addair

4. Skills: Studies show that the majority of salespeople have mediocre sales skills. They do not continue to learn and develop their craft. Even though there are many salespeople meeting minimum expectations, being lucky is not a good strategy. Successful people continue to learn and avoid the arrogance of thinking they know it all.

5. Commitment: If you believe what you are selling is the best, be proud of it and ask for the sale. Gaining commitment from a customer is a sure sign that you followed the steps of a proper sales process and proved that you deserve the business. Be confident and follow-through.

Your sales funnel is an accurate indicator of future results and you must have a continuous flow of new opportunities to keep it full. How you take care of the business you currently have will determine if those customers will buy again and refer you to new business.

Being a salesperson and entrepreneur is fulfilling and can be financially and personally rewarding but it is demanding. It requires dedication and focus and your customers will thank you for it.

Have a great week!

Pierce

PierceMarrs.com

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