Reactive Selling VS Proactive Selling

Reactive Selling VS Proactive Selling

When asked to list the important steps in completing a successful sales meeting, many sales professionals respond with the following:

1) To develop trust, rapport and a strong foundation for a long relationship.
2) To ask the prospect questions and actively listen to determine needs.
3) To target my features and benefits towards those needs.
4) To differentiate my company from my competitor’s by creating a unique edge.

Unfortunately traditional sales people do certain things, and fail to do others that quickly erode these important factors. Although most sales professionals believe they have some sort of “system” or “selling strategy” to follow during the meeting with a potential client, most in fact are unknowingly following the system used by the prospect and find themselves in “react” or response” mode. This defensive position is highly ineffective in that inevitably, you will be “chasing” a “decision maker” for the decision you failed to get. This reactionary method of selling creates a serious dilemma in the world of professional selling.

For more on how to break the cycle of reactionary selling please visit http://www.peakperformancesalestraining.com/Contact/RequestInformation

Sales people are unfortunately not most effective at closing deals, or getting through objections, or setting appointments. They are most effective, at what we here at Peak Performance refer to as the “effective conversion”. They unknowingly and very effectively convert decision makers into procrastinators

What is it that we are chasing them for?

1) The decision we failed to get!
2) To fix their problem!

Visit http://www.peakperformancesalestraining.com/CEOSolutions/ComplimentaryCE...

To read the balance of this tip please visit http://peakperformancesalestraining.com/content/reactive-selling-vs-proactive-selling

CEO's & Business Owners How your Sales Course of Action becomes either your Companies Anchor or Catalyst for Growth.

 

All CEO’s face constant forks in the road as they navigate their business through changing economic and market conditions. The problem they face is not the fact that economic conditions or market conditions are constantly changing and have dramatically changed since the late 90s. The issue does not lie in the fact that buyers are buying in a completely different way from the way they bought in the late 90’s. The problem lies in the fact that the CEO fails to change.

As human beings we are habitual, meaning that we create habits that convert into a routine. The problem with a routine is that it will only produce a certain level of productivity.

Businesses have habits and often these habits are either developed or approved by those at the top. 

What is a business habit? A business habit is something your business relies on and repeats eventually becoming automatic.

Sales Organizations that find themselves stuck atop a plateau generally either rely on bad habits, or they rely on habits that in the past produced good results, however longer are effective. 

If you find yourself stuck atop the “sales plateau” call Peak Performance today at 866-816-0991 or request specific information online 

at http://www.peakperformancesalestraining.com/Contact/RequestInformation

Remember one thing. Extreme conditions create extreme behavior. This means that when sales become flat or economic conditions become extreme we become extreme in our behavior. When external factor change, so must we. 

Business Owners; Request our CEO Growth Barrier Tool Kit Visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit

If you are not gaining the traction necessary to get to the next level or gaining the results you need it is now time to examine your business habits and re-engineer them, maybe even ask for help. This again is very difficult for the CEO, President or Business Owner as they more often than not are the ones providing help and support to others within their organization. However who do you rely on? Who do you count on for support and structure when things get tough? CEO’s take our Complimentary CEO Diagnostic to identify where you stand VS where you deserve to be. 

Visit http://www.peakperformancesalestraining.com/CEOSolutions/ComplimentaryCE...

Successful Businesses Have Successful Habits...To read the balance of this Tip Please visit http://www.peakperformancesalestraining.com/content/how-your-business-habits-become-either-your-companies-anchor-or-catalyst-growth

Take the Gamble out of Sales Recruiting!

The 80/20 rule in the sales arena dictates that 80% of your production comes from 20% of your sales force! However, when you hire a sales-person you do so with high expectations only to find they were another disappointment and major expense. This means that 80% of your time & capital investment is wasted on the most unproductive hires!

To read the balance of this article please visit http://www.peakperformancesalestraining.com/Recruiting/ProcessOrientedRecruiting

Confronting Sales Ineffectiveness You are going to have to do it sooner or later—What is the cost of doing it later?

Business Owners, Presidents and CEO's: You invest more money into hiring and training more reps, invest in additional advertising and marketing, conduct more sales meetings— Are you achieving more productivity?

Regardless of how many rounds of golf your sales people play with prospects, or how many sale meetings or attempts you make to motivate your team, sales are simply not good. Now what?

Many Business Owners adversely impact their margins by dipping into the corporate pocketbook to implement a new bonus plan. At best this may elevate performance temporarily, only to have sales people fall back into their regular non-productive routine.

Some CEO's fall prey to the complaints and bad attitudes of sales people who say they have no leads, or no one to call. Opposed to dealing with the actual problem, poor closing skills, they again adversely impact their margins by investing into more advertising and marketing campaigns. They simple want you to spend more money for them to get more leads, to have more opportunity to close LESS business!

Business Owners: Request Your Complimentary CEO Growth Barrier Information Package

Uncover the Top Sales & Growth Obstacles facing Business Owners

Visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit

The Negative Impact of failure to change............To read the balance of this Tip and others please visit http://www.peakperformancesalestraining.com/content/confronting-sales-ineffectiveness-you-are-going-have-do-it-sooner-or-later%E2%80%94what-cost-doing