l0 moreways salespeople shoot themselves in the order pad -

part two -

ffERE are l0 more reasons why llthe overwhelming majority of salespeople fail to achieve greatness

(also see May, p. 14): ever arrive in that area, either. I just keep getting a little bit better.

Most salespeople are not that passionate about their profession, which equals low sales. Almost anyone can be great in this profession if the desire to be so is there.

F

By Bill Blades William Blades, LLC Gold Canvon. Az.

"no" because it takes a lot of them to hear "yes" a few times.

C fn"y don't know what it's like to make a great sales call. They have never seen one. Nor have they been taught to conduct one themselves. Consequently, they can't sit down and plan out the "best sales call I will have made to date." The sales manager comes into play here.

J R titter is the lack of prospecting. In most industries, prospecting is the major component for growing sales. Sales chiefs should install prospecting quotas. Phone, write and visit 25Vo to 507o more potential clients than you did last year. Don't have time? Nonsense. I help clients establish National Prospecting Week. The president, sales manager, salespeople, customer service personnel and I have at it for five straight days. We can't wait to get bunches of "no's" because our "yesses" also go way up.

A large number of salespeople believe they have arrived in their profession. They don't understand that they never will arrive. The great ones do understand. Who do you think buys 807o of the sales books and tapes? It's the old 80/20 rule; the top 20Vo investS0Vo of all dollars spent on self-education. I read Working Woman and Redbook because I don't fully understand the opposite sex. I don't think I will i

D Most have never been told the truth about their shortcomings so they think they are fine. None of us score IOOVo in all areas. Get a one-on-one session with a consultant who will not hold back on you. Get the consultant to run your personality profile by profession. Also, sales managers must have the courage to tell the truth.

D Over 80Vo of salespeople are not trained to be consultative-type salespeople. They fail because, again, they are talking features and benefits. You wouldn't want a doctor operating on your brain unless she asked questions. It's the same in sales. Prescription without diagnosis is malpractice. Ask about their corporate goals, personal goals and challenges, then help them.

1'

I Ask and ve shall receive. It's in the Bible, so I have always taken for gospel that a salesperson's responsibility is to ask for the order. There are many "professional visitors" out there who make social visits as compared to sales visits. Fall in love with the word

O If you have seen one, you have seen them all. A rep needs uniqueness to set him or herself apart. Most corporations don't have a unique service so the salesperson must offer a service so valuable that he wins tons of clients when he asks, "Does your current vendor furnish you with (fill in the service)? And (fill in another service)?" The more valuable the service, the harder it is for them to turn you down. Do things no one else does.

I Co*-unication is the top area for improvement. Many have a hard time in sales because they do not communicate in a clear, concise manner. They may ramble, speak in a monotone or lack style. Seven out of l0 people who lose their jobs do so because of poor communications skills.

|0 ont, one in loo people is very creative. The rep who utilizes creativity when preparing for a sales visit will beat the logic-driven competitor every day. Creativity isn't taught in schools or corporate classrooms. So most salespeople are stuck in the same box as when they entered the profession. Most people have the same thoughts today they did five or 10 years ago.

Everyone can improve. Evaluate your sales group in all these areas and figure out how you will score a 9 or l0 in every area.

Why? Because most of your competitors will stay as they are.

- Bill Blades, CMC, CPS, is a professional speaker and consultant specializ' ing in sales and leadership issues. He can be reached at (480) 671-3000 or bi ll @ w i I iamb lade s. c om.