Posts Tagged ‘sales tank’

When Your Sales Tank, What Do You Do?

sales-tahkMany tines when sales tank salespeople have a tendency to blame the economy, the marketing department (no sales leads), sales management, competition or even the potential customers? Yet maybe this is the time for inward reflection and realize they have potentially violated the first sales buying rule.

People buy from people they know and trust.

Possibly, your sales leads do not know you and do not trust you.  Yes this is a rather simplistic answer to when your sales tank because the focus is now on the buyer and not you the seller.

Yesterday I received a follow-up call from a webinar I attended. To say the seller was a bit aggressive is an understatement.  Since I did not know her and truly did not know the presenter, I did not trust her.

When I politely told her I was not interested in what she was offering, she said to me “So what is standing in your way?” My response was “You are.  I don’t know you and therefore I don’t trust you.”  This was not a sales objection she had heard before due to her immediate silence.

Attending one webinar that I left after 20 minutes because of the numerous “minnie sales pitches” as well as the ongoing “look at me (self promotion)” comments did not build my knowing of this person and my trusting of this person. In reality, this webinar diminished any potential trust I had for this individual.

Sales Coaching Tip: Self promotion comments do not build trust.

If your sales have tanked, maybe the issue is not your lack of sales skills, but you are rushing the knowing and trusting aspect of the buying process.  Sales research suggests it take five to 12 touches before someone is ready to make a buying decision and that is provided they meet the sales buying criteria so these sales objections are avoided.

Sales as Zig Ziglar stated is “the transference of feelings.” This is the foundation for building a sense of knowing and trusting. Maybe it might be wise to reconsider your own behaviors before you start blaming everything and everyone else for when your sales tank.

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