Angela Kamanzi My Journey in Entrepreneurship
You’ve been working very hard at selling your products or services without saying much results. I’d like to share with you what sales guru Todd Duncan considers as the five to killers of sales, and how to avoid them.
- Pausing: trying to sell instead of training to sell.
To overcome this, train to be really good at selling. Spend 30 minutes to 1 hour a day just learning how to practice the science of the sale.
- Gambling: making unplanned calls on unknown customers.
To avoid this, get into a very clear targeting plan. Doing business with the wrong prospect can kill your business and your sales career.
- Skimming: staying shallow instead of going deep. It’s staying on the surface and getting superficial results.
One way of having people to say ‘yes’, to have less resistance and objections, and to increase sales productivity, is to go deeper in the conversation. Slow down the conversation and you’ll speed up the relationship. Going deep produces extraordinary results because you connect with the person and once you’ve connected, converting is easier.
- Stalling: looking for new customers instead of following up on existing ones. Stalling is the constant acquisition mindset instead of retention.
Get really good at following up. Successful sales people know that ‘If I don’t follow up on them, they won’t follow through with me’.
- Stagnating: not studying your trade.
Learn and practice. You wouldn’t have an untrained person perform heart surgery on you. A sales person is like a heart surgeon. They toy with people’s hearts. That’s why they have to be good at selling.
What’s your experience in selling? Please share in the comments below.
