The five fails in salesbiggest(And how to solve them with coaching)

special thanks to hubspot

for a great sales post

Every salesperson has different strengths and weaknesses. !

Mark Roberge says that in general there are five categorical problems that keep people from succeeding at sales…

…as a coach, you can actively combat these common problems to help your reps succeed. !

take a look.

Need for approval 1.

Don’t let the prospect’s opinion of your reps undermine a sale. !

Fear of being disliked can completely sway the way they approach a deal. !

Sometimes they need to ask tough questions. The customer is your customer, not your pal.

Remind reps that communicating value is the reason for their sales conversations. !

While being liked can help, it cannot replace asking the tough questions that will determine if the product is right for them.

COACHING STRATEGY

Tendency to get emotionally involved 2.

A prospect cancels an appointment. Does that rejection make your reps lose focus? They’ve got to Recover quickly…

Let your reps know that There are two options: Either reschedule the appointment or axe the prospect and move on to better leads. !

Even a quick loss is a productive step forward.

COACHING STRATEGY

“SUCCESS IS BURIED ON THE OTHER SIDE OF REJECTION” -TONY ROBBINS

discomfort talking about money 3.

It’s a common belief that it’s impolite to talking about money. !

But if your reps are not comfortable talking about money, they’re going to have trouble selling a product.

“WHEN IT COMES TIME TO QUALIFY THE PROSPECT FOR BUDGET, YOU NEED TO KNOW,” ROBERGE SAYS.

teach your reps that communicating value trumps all else. !

If they can explain how much your product will help a prospect and get them excited about using it, price will not be an issue.

COACHING STRATEGY

non-supportive buy cycle 4.

When you’re the customer, do you shop around, compare prices, and take your time to make important decisions?

If so, you may empathize with your prospects who want to do the same. !

It makes sense why deals drift away from some of your reps and take so long to close.

teach your reps not to be pushy, but to help the buyer identify they’re best solution. !

catering to the wants of your prospects will close more deals in the long run.

COACHING STRATEGY

self-limiting beliefs 5.

These are things you believe that will get in the way of your success – !

Negative thinking can lead you to talk yourself out of a deal that you could easily have won.

tough love isn’t always the answer. !

give your reps support to help them believe that they can be successful.

COACHING STRATEGY

Now that you are conscious of the common problems, you can work to break the mold and support your reps to build a sales team that avoids them. !

Good luck!

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