The Impact to the Business Owner of the Ineffective Sales Person

The Impact to the Business Owner of the Ineffective

Sales Person

By Peak Performance Training and Development

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The Impact to the Business Owner of the Ineffective Sales Person

Business Owners, Presidents and CEOs

Did you know that on average only 9% of sales meetings end in a sale?

Or that only one out of 250 salespeople exceed their goals?

What does this cost you, the Business Owner if ignored or left un addressed?

Recent research studies have observed approx. 800 sales professionals in live sales meetings to understand this drastic gap between investment and performance.

If you are a Business Owner frustrated with the Problems Inherent in Managing, Motivating and Advising Sales People on a day to day basis then we urge you to watch this video.


The Best and The Rest

Various studies have shown that Behavior (How people Act and React while Buying or Selling) has a significant bearing on Success or Failure.

A recent study identified seven behaviors, of which only four were actually shown to relate to sales success.

By analyzing how salespeople acted or behaved in sales scenarios, the study uncovered eight different types of salespeople. The most interesting factor is that only three of the eight were consistently effective. They made up only 37% of the sample

The remaining five types of sales people---or 63%---fell short.

How many of your sales people fall within this “short” group and at what cost to you?


The Effective and Productive Minority

The study categorized three effective types of salespeople and their identified skill sets.

Experts, Closers and Consultants

Keep in mind that all three vary with respect to their own effectiveness despite the categorization.

Experts (9% of sales people) are good at all seven skills;

Consultants (15%) have good listening skills and are good problem solvers; very effective with respect to technical sales.

Closers (13%) can pull off big product sales, (Automobiles and one-time close Equipment sales) but their smooth-talking style doesn’t work well for selling services that require that they develop and ongoing relationship


The Socializer

Ineffective Sales Person # 1: The Socializer

Despite the reputation most salespeople have as being “Born-Sales People” or socially gifted, they are actually the worst-performing when it comes to closing the deal!

They tend to talk, not listen. While listening they often “listen” to themselves waiting to talk, while failing to listen. They often refrain from asking the difficult and uncomfortable yet necessary qualifying questions.

The Socializer effectively “sells” you in the interview, however,

they do nothing more than create a “Pipeline” full of friends.


The Story Teller

Ineffective Salesperson # 2: The Story teller

Storytellers also talk a lot, and rarely use effective listening skills to identify the actual buying motive. Their stories tend to focus on how other clients were successful or happy.

At Peak Performance we teach what is known as a Visual Usage Scenario. This is where an effective salesperson actually gets the buyer to visualize using and clearly benefiting from a product or service. Much like how an infomercial works. The infomercial sets out to get you to first see, then feel the pain, fear or joy by first visualizing a scenario, followed by then actually seeing the product in use.

Most sales people fail to make this critical connection as they are so focused on who they are, what they do, and what they have done for others.


The Narrator

Ineffective Salesperson # 3: The Narrator

Narrators are generally analytical and too often rely on a rigid script and prepared sales or marketing materials. They are generally very rehearsed in their delivery. Think about a Doctor who greets you with a Pre-Written Prescription. That is known as Mal-Practice in the medical field.

They usually do not do well in competitive situations where buyers have multiple questions or throw curveballs. Should you be selling a commodity that is cheaper than that of your competition, then they may do well. If not, you have a walking brochure.


The Focuser

Ineffective Salesperson # 4: The Focuser

Focusers, like Narrators, are highly analytical and often gravitate towards technical or financial sales, where technical and analytical skills are needed to a certain degree.

The Focuser is a Master at their product, however often fails to focus on what is important to the Buyer. They fail to identify the buying motive of the customer, as their focus is on detailing every product feature, often specific features that they like, not necessarily what the buyers like. They often disconnect with the fast acting impulsive buyer and tend to have very long sales cycles.


The Aggressor

Ineffective Salesperson #5: The Aggressor

Aggressors can be productive in the right setting. They subconsciously approach sales meetings with a focus on winning every point. They will disconnect with the slower, methodical and calculating buyer. Sales that include an ongoing relationship and some level of diplomatic negotiation are not well suited for the Aggressor.


Fixing the Problems and your Process

As many others have found, this report finds that within most sales organizations there is a disproportionate amount of training allocated to:Presentation Skills: Traditional Training is mainly focused on Features and Benefits. What is critical in today’s competitive environment is that your sales people fully understand the process of discovery. Uncovering the buyer’s person motives for buying often has nothing to do with your Features and Benefits. Rapport Skills: Most “Rapport” training has a focus on “being liked”. When in fact this has little to do with long term success. Being “like” or adjusting to be similar to the prospect is what is essential. The true and only meaning of Rapport, a French word, is “to give back”. Unless you work with the “One Gear Communicators” through teaching them how to communicate, question, qualify and sell different people, differently, then you are accepting the constant disconnect that occurs between the sales person and the prospect, and the constant capital loss you incur each month simply based on not addressing it? Would you send someone solely fluid in English to sell your product in the city of Russia, whose main language is Russian? Targeted Training that focuses in on Attitude is essential. Attitudinal Training, unlike motivational Training, focuses in on building Self Confidence and Self Esteem. Where is that Sales Candidate that walked into your office for their interview with the mindset of “I’m going to move a Mountain”? Well he is not the same guy that now has the attitude of “I hope to simply meet quota”


Take Actionable Steps to Explore your Options

Step One: Acknowledgement It is critical that you, the Business Owner, President or CEO first acknowledge the difference between where you are, versus where you deserve to be.

You must acknowledge the untapped value within yourself and your sales people. The root cause (not the symptom) must be identified followed by a corrective course of action individually and as a group.

Step Two: Take Actionable Steps by looking at viable Options. If you feel like you are banging nails in the wall with your forehead, and you become aware of a garage loaded with Power Tools that will help you to build a better, more profitable deck….is that at least worth looking at?

Call Peak Performance today at 866-816-0991 to discuss viable options.

Business Owners, Presidents and CEO’s Request our Complimentary CEO Sales Barrier Information Package.

Visit www,ceosalesseminar.com
