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The Top 3 Sales Strategies To Avoid

Posted by Carole Mahoney on 2/6/12 10:40 AM

Recognize the most common doomed sales techniques.

Last week Rick Roberge posted a guest blog post, at my request, about sales assessments and why they are critical. 

I had to cut his post in half, and of course add in my own 2 cents. Plus, this is a challenge. It is now 10:47am. My next task starts at 11am. I have 13 minutes and 5% battery life left to finish this post.

Ready? On your mark, get set, GO!

Sales techniques that will cripple any plans to increase revenue.

  1. Happy ears – Prospect says, “You’re one of three finalists.” and salesperson thinks, “Got one!”
  2. Under-utilized ears – (often in tandem with excess verbosity) Sales person talks too much, doesn’t understand prospect. Prospect feels un-listened to and eventually gets rid of salesperson with a lie or a stall.
  3. Premature presentation – (often results in excess proposals) Salesperson doesn’t ask questions. Assumes that prospect needs, can afford and can decide to buy. So, he launches into pitch mode, and often doesn’t address the needs of the prospect. Excess proposals cause unnecessary follow-up and waste time that could be invested into higher quality sales opportunities.

How can a sale assessment help train salespeople?

Rick said,"Because I said so." Ok, maybe that only works with me. So here is the scoop:

A good sales assessment or evaluation will identify and measure:

  • 4 crucial elements
  • 5 major weaknesses
  • 21 core competencies
  • dozens of selling skills
  • self-limiting beliefs
  • obstacles to sales success. 
It will also indicate the presence or absence of a sales process and whether it’s used effectively in moving opportunities through the sales pipeline. A sales assessment tells you; who can, who can’t, who can learn and who can’t or won’t, but....
A good sales assessment may show that some salespeople are coasting. It can be threatening. It can be scary because salespeople may not know what they don’t know. Salespeople will say that you can’t measure something as ‘subjective’ as sales ability, but we’re not measuring ability, we measure strengths, skills, traits and look for combinations that produce specific outcomes.

The Hybrid Sales Person

There has been a lot of chatter in the marketing agency industry about the 'Hybrid Marketing Agency' and as well there should be. 

What would you say if I told you I know sales people who blog and get closed sales from it?Who use social media and find prospects that become customers? Would you call that a hybrid salesperson? What about a marketing person who can visualize the end sale because they know sales? 

Want a hybrid sales person or marketing person? Start with the engineering. Start your engines with a sales assessment.

(sorry, couldn't resist that cheesy line). And it is now 11am. Done! Any challengers?

Topics: sales strategy, sales assessments, sales and marketing integration strategy