Bill Lisowski shares updated information and questions related to the subject matter in the three books he co-wrote: Positioning Success, Earning Success, and Retaining Success. Look for facts and commentary on issues related to business management, leadership, people development and mentoring, process improvement, and current business news.
Fortune magazine (Sept. 29, 2008) offered up the key obstacles that prevent your sales force from closing more deals. Those points include:
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Not Feeling the Customer's Pain: If you don;t listen to what the customer says keeps them up at night, you won't close the deal.
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Making Money the Goal: Money is only a way to keep score. instead, make your goal being known as the best in your field, and customers will flock to your deals.
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Seeing Sales as Just a Job: Selling must be your life, otherwise you are in the wrong field. Always be selling--never stop.
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Getting Upset: The best salespeople are always happy--even with doors constantly being closed in their face. Rejection should be inspiring to the salesperson, not demoralzing.
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Failing to Prepare: Success comes from knowing what the customer is going to say and how you will respond. being surprised by a question means you haven't done your homework.
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Preparing too Much: Don't follow a script--it makes you seem too wooden. Reherse the sales call in your mind and imagine various scenarios.
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Treating Customers as Adults: People buy for emotional reasons, not based on logic or intelligence. Deep down, people want excitement.
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Acting Phony: Don't fake it. Stirve for a natural and honest connection to your customers and prospect.
About Bill Lisowski
Bill Lisowski is co-author of the three book "Success Series," "Positioning Success," "Earning Success," and "Retaining Success." He has owned three small businesses, spent 6 years as an editor, journalist and photographer, handled increasing responsibilities during his 15 years working with 3 major Fortune 500 retailers, and has helped several small and medium sized service-oriented businesses as a consultant with his partner, mentor friend, and co-author, John Mengelson. Currently he is Senior Vice President for Vendor Management with IPT.