Thinking you know everything and assuming the outcome of any situation usually ends in disaster and becomes a harsh lesson in reality.
Realizing that you do not know everything is painful. Most experienced sales people have traveled down this road. Successful sales people learn this lesson early.
What are your weaknesses in sales? Is it: prospecting, qualifying, asking questions, listening, closing, justifying the financial aspects, or believing in your product or service? History is a good start on finding answers. Looking in the rear view mirror might point out some obvious signs. Below are some questions to ask yourself regarding your sales production. Answer yes or no.
Am I a top producer of orders?
Do I meet my quarterly goals?
Is my sales pipeline full of prospects?
Do I have a predictable sales-revenue stream forecasted?
Is the forecast number realistic and accurate?
Am I satisfied with my sales production?
Is my manager satisfied with my sales production?
Am I efficient?
If you answered no to any of these questions then there is room to capture missed opportunities. You need to make some changes to move forward. Have little fear about making the changes - they can liberate you. Try something new. Do not make this self-endeavor negative. You have a few good things going for you. Remember, you sold someone on the idea of hiring you. Now your job is to get to the next level. If you are not satisfied with your prospecting, ask for help. That is what a manager is supposed to do. Ask a co-worker that has good prospecting skills to listen to your calls. Record your calls. Would you want to buy from you? Why not? The first step to success and satisfaction is admitting where you are wrong or where you can use help.
The best advice I ever received was don’t be so smart. This is an especially good idea for people in sales. Having all the product, service, sales, leadership, and technical knowledge is handy, but you should not dispense it on a prospect in a single breath. (You are probably saying that you never do this. I challenge you to record your calls and see what is said.) The experienced sales person waits for prospects to explain their needs. You may feel like you know exactly what the customer needs; however, remember that you do not know everything. Ask questions. By asking questions, you get a feel for where prospects and customers are coming from, how they view your products and company, and how they view your competitors. When you ask questions and listen for the answers, it makes prospects and customers feel like you care. In the end, this is often what the customer wants. Separate yourself from the competition right out of the gate. Ask questions, listen, and do not interrupt. This way you do not have to eat crow.
