The Most Costly Sales Objection that Impacts a Business’s Bottom Line

Problem: You prospect is ‘Happy” with their current service provider.

 

Bigger problem: Sales people hit a wall because they do not know how to deal with this sales objection without badmouthing or their body language conveys a negative message because rejection shows through (body language is 55% of communication).

 

Your Bottom Line Problem: Sales people fail to uncover what prospects are really saying; is it a real sales objection?. What often occurs is that prospects who may have some level of dissatisfaction, simply say they are happy.

 

Get your Complimentary CEO Growth and Sales Barrier Tool Kit Please visit:http://peakperformancesalestraining.us/CEOSolutions/CEOToolKit to request your CEO Sales Tool Kit.

 

Looking for Top Sales Producers? Request Your Complimentary “Recruiting Top Producers” Information Package. Visit:http://peakperformancesalestraining.us/Recruiting/RecruitingToolKit

 

Contact Peak Performance today at 866-816-0991 to discuss viable options to get you to the next level.

 

Why? Many reasons! First and foremost decision makers/buyers all have a characteristic in common.They have the innate desire to be in, or at least to be seen as being in control. They do not want to convey their dissatisfaction because it may convey they have made a mistake in hiring their current service provider. Second what the prospect is really saying is that their current provider is their best option, only because they may not be aware of what options may be available that could actually increase effectiveness. 

 

There can be other reasons. The prospect may actually be happy, and believe that there is no room for improvement, however you will not really know this unless you press this matter to determine is the second reason shown above is the case. They may be content with their current service provider and change is more painful than the small bumps in the road that they obviously have lived through. This may be the case with Financial Advisors, Banks or other relationships that will require a lot of paperwork to properly make the switch.

 

Negative Ramifications to the Sales Person/Sales Organization........Read this tip in full at http://peakperformancesalestraining.us/content/most-common-and-costly-sales-obstacle-impacts-business%E2%80%99s-bottom-line

Sales Recruiting Why you can't find the Sales Superstar

Sales Recruiting: Business Owners, Presidents and Sales Managers often dramatically reduce their margins by making a major and common mistake—more Sales Recruiting!...often their biggest anchor to gaining the traction necessary to get to the next level.

Opposed to solidifying their core sales team by training them, changing them and providing them with the necessary tools to become more effective, they decide to compound the problem by hiring more superstars.

Often when speaking with Presidents, Business Owners and Sales Directors we hear a common theme. When asked about the overall effectiveness of their sales team with regard to new business development they typically respond with. “Well, I guess if I were to rate my team for developing new business, I would say they are not bad, they are about a 6 out of 10.”

Let’s look at this situation for a moment. Sixty percent effective! Are you paying out 60% of their salary, 60% of the auto expense, 60% of the advertising and marketing dollars, and 60% of their benefits?

You are investing 100% of your time, energy and capital into an employee who is only delivering a 60% return on investment!

Request your CEO Sales Barrier Growth Kit by visiting http://www.peakperformancesalestraining.us/CEOSolutions/CEOToolKit

Read this tip in full by visiting http://peakperformancesalestraining.us/content/why-you-cannot-find-sales-superstar

Sales Stagnation: The Negative Impact of Failing to Act on Uncertainty

Business Owners: Running a Sales Organization includes taking on risks on a day to day basis. Challenging sales people, holding them accountable to day to day productive sales behavior and even terminating those who do not perform, well, that IS your job. However fear of change and more importantly concerns over how sales people may accept these changes negatively impacts business like no other obstacle,causing sales stagnation. Once you have drawn the conclusion that change is in order you must first understand the mental barriers that arise that sabotage your ability to carry out the changes needed to get into gear.

 

1) Relying on Hope: Many Business Owners imagine or hope for a return to a proactive sales environment that will relieve them of doing what they know must be done! If you know it must be done stop waiting and take action.

 

Business Owners: Request your Free CEO Sales Barrier Info Kit Visit http://www.peakperformancesalestraining.us/CEOSolutions/CEOToolKit

 

2) Fear Driven Response: Some business owners feel the need to protect others against risks … known and unknown. They fail to address or hold sales people accountable to productive day to day sales behavior necessary to yield results. This is analogous to an NFL Coach who fails to enforce practice routines yet wonders why they cannot win on the field! This fear-driven response to the problem narrows their options, and in many cases creates an organization-wide paralysis that nearly certainly leads to the sales plateau, sales decay or ultimately insolvency. If you’re not acting to implement change then you are simply allowing your company to remain in a state of growth paralysis.

Read this tip in full at http://peakperformancesalestraining.us/content/sales-stagnation-negative-impact-failing-act-uncertainty

Sales Consulting VS Unpaid Consulting | Unpaid Consulting and the Impact to Your Bottom Line!

Sales Consulting VS Unpaid Consulting: Unpaid consulting starts when sales people cross the line between diagnosing the prospect’s problem and detailing the solution. In other words the sales person provides a solution without first uncovering the negative effects the prospect suffered in the past and future negative effects the prospect will incur if the problem isn't fixed. This eagerness to provide premature solutions can be attributed to the traditional sales training provided by most companies to new sales recruits:

Feature-Benefit based training. Therefore, unknowingly companies put their sales people in a position where they automatically try to fix a problem the prospect has not yet concluded requires a fee based solution.

Business Owners; Request your CEO Sales Barrier Tool Kit Visit http://www.peakperformancesalestraining.us/CEOSolutions/CEOToolKit

When sales people begin to present detailed solutions without first allowing the prospect to acknowledge a problem exists, and that this problem merits a solution they immediately begin acting as unpaid consultants rather than real Sales Consultants. It is this common sales method that wastes your company’s time and money and reduces your opportunity for growth.

Call Peak Performance direct at 866-816-0991 to discuss viable options! The Trusted Advisor:

The most successful salespeople are not salespeople at all. In fact they are seen as trusted advisors or sales consultants.

Are your sales people seen by your prospects as trusted advisors or as an interruption to their busy day? And if so what is the cost to your company?

For example, ....to read this tip in full visit http://peakperformancesalestraining.us/content/unpaid-consulting-and-impact-your-bottom-line