Whether you believe you’re a consummate introvert or a career extrovert, there is room for vast improvement to selling your product, service, and more importantly selling yourself!
As a Business Coach, I hear varied reasons from established business owners and sales professionals why they struggle to deliver their sales objectives or desired revenue goals.
Do any of these explanations sound familiar?
- Don’t want to sound pushy
- Uncomfortable asking for the sale
- The fear of rejection
- Not confident with product/service
- The customer never returned my email
- Competing priorities/procrastination
Disempowering thoughts that can derail “YOU” along with your desired goals. Albeit there may be several reasons for misplaced revenue targets that may sound plausible, just know you own your results…yep, all of it!
Now, let’s take a minute and analyze what’s real for you. Is your current revenue outcome based on low skill or no will? Ask yourself; do I possess strategic selling skills? Do I have the will to sell? Or, do I flat-out just doubt myself? The answer may be one or a combination of all three. Good News, having disempowering thoughts is managed with conversation and conversion. This dialog sparks your self-awareness and shifts your thoughts thus shifting your desired outcome.
Consider the opportunities you may be leaving on the table. Robert Clay shares the following statics that may strengthen your determination. Here is a massive secret
to closing business! Here is a fact I will bet you didn’t know. On average it takes 8 to 10 productive customer contacts to close one deal?
- 92% of salespeople give up after four rejections
- 44% of salespeople give up after the first rejection (almost half)
- 22% of salespeople give up after the second rejection
- 14% of salespeople give up after the third refusal
- 12% of salespeople give up after the fourth rejection
- And Finally, 8% of sellers get 80% of the sales (because they continue to follow-up)
“Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time.” – Thomas Edison
The lesson is clear; The Fortune is in the Follow-up! So, after an honest self-assessment of where your challenges exist, (skill, will, or doubt) consider how your life could change by positively impacting your revenue attainment by 20% or more. Note: if you are an established business owner, success may mean retooling your sales team. Retooling may include:
- Hire people that are motivated and hungry to shine and earn
- Understand what motivates each team member
- Train and develop with assurance
- Recognition is the best form of encouragement
- Give them goals along with stretch goals for a bonus
- And, hold yourself and your team accountable
- Celebrate the wins and review missed opportunities
- Get out of the way
“Teamwork makes the dream work, but the vision becomes a nightmare when the leader has a big dream and a bad team.” – John C Maxwell
A bit about encouraging teams:
Team members like to know that they are depended upon to achieve daily goals. Include them in the goal-setting process and why it’s essential to the organization. Make sure your team members are updated on their competitors to become highly skilled as the “specialist” or “expert” in their field. Rotate or assign a key team member to review the daily sales statics and have them announce the top achievers. This effort establishes trust, improves growth and development, and reduces churn!
Finally, don’t underestimate the value of a Coach. If you are grappling with your established business and laboring with lackluster sales, perhaps you should consider working with a Professional Business Growth Coach. This partnership will empower your professional growth, those of your team, while positively impacting your revenues by 20% or more.
Author: Lisa Morgan Mosley is a Certified Business Growth Coach practicing in the United States and Canada.