Having been a sales consultant for the past 22 years I’ve seen my fair share of sales disorders.

Here are just a few.

Take a quick look and make sure you’re not suffering from these all-too-common afflictions.

Novalueitis

This common malady presents itself most often in the form of too many features and not enough benefits.  Sales reps that have fallen victim to this illness do not present their prospects with a strong value proposition and count on what it is rather than what it does FOR YOU.

This causes their prospects to react with a malady of their own often referred to as eyes glaze over syndrome.

Outofsightoutofmindoma

This extremely serious affliction shows up in the form of disappearing from the grid. Lots of door opening but not enough persistence to stay visible through what might be, a lengthy sales cycle. Fall off the grid and you’ll never recognize any ROT (return on time). This illness can cost a significant amount of time and money and is most often found in sales reps that engage in lots of upfront door opening but few relationship-building efforts.

Fearofclosingitis

Perhaps the most risky ailment of all because you’ve come so far and still cannot cross the finish line. After all, closing is the next natural step in the sales process AFTER you’ve screened and qualified, presented benefits that meet wants and needs and overcome obstacles.

Closing lies on the shoulder of the sales rep and this disorder can truly cause premature death of the prospect relationship.

So do you evidence any of these symptoms? The good news is that they are all very curable. Remember: Malum consilium quod mutari non potest (It’s a bad plan that can’t be changed.)  Change yours and get better soon.

The economy remains slow, existing customers are still reluctant to buy, and new business seems to be virtually absent. Are these really the problems? Or is it simply self-inflicted inertia? Almost always, when a salesperson is not successful, sluggishness and inactivity are the primary causes.

The recession has definitely caused many inert salespeople to give up. Not so many years ago, when the economy was thriving, many so-called “professionals” only needed to do the bare minimum to make their quota or achieve their performance goals. These are exactly the same people who are now complaining that they are victims of the recession. Perhaps, they are more victims of their own inability to be proactive.

Customers are still reluctant to buy and many are just as plagued by the same inertia as your fellow salespeople who are twiddling their thumbs and complaining. However, there are ways to jumpstart your prospects and your sales by taking these movement-making steps:

Uncover Their Obstacles

Do you know the real reasons why your prospects aren’t saying yay or nay? It’s your responsibility to uncover the root causes of their inertia. Are they not budging because they have been burned in the past? Do they not have money? Is the person you’re selling to not the decision-maker? Without this information, you’ll be hard-pressed to overcome their indecision.

Restate Benefits

Often times, a sale isn’t made because a salesperson doesn’t clearly communicate the benefits of their product or service. This isn’t the same thing as spouting out features. It’s understanding your prospect and telling them clearly why their life will be better with what you are selling.

Provide Compelling Testimonials

Prospects will always feel more comfortable if they can read customer stories that are relevant and timely. Have readily available case studies, customer quotes, and references that you can give those who are sitting on the fence and unable to make a decision. One good testimonial can make all the difference.

Be Persistent

Stop complaining and just get out there. Make calls and visits. Follow through with enthusiasm, and stay focused on making those sales. Don’t let yourself be overcome by the inertia that is affecting those around you, and you’ll find that the economy is only as bad as you make it.

Queen Elizabeth II once described 1992 as her “annus horribilis” – the year when the marriages of her two sons broke down and her beloved Windsor Castle caught fire. For many of us, 2009 was our annus horribilus. Full of bad news, dire warnings, slow sales, and business failures, we’ve all dramatically lowered our expectations and goals. The fear is that things were so bad this past year, that anything will be an improvement. Sure, we’re all a bit shell-shocked, but really, is “anything” the goal you want to set for yourself and your business?

 Without a doubt, setting New Year’s goals is artificial, but it is just the sort of boost that we seem to all need right now. It’s time to turn the chapter to a new decade and set goals a whole lot higher than “anything is better”. 

Why not go out on a limb and set outrageously optimistic goals? Reach for the stars! What a blast it will be when you accomplish them. If you fall a bit short, you won’t feel bad because they were so optimistic in the first place. What if you only set the “anything” goal and you don’t achieve it? You’ll most likely feel like a loser and will consider 2010 another annus horribilus.

Positivity starts with you now. It will propel you to succeed and keep you motivated through the bumpy and cyclical phases that everyone and every business experiences. Why not be the one to set the lofty goal. Who knows? You might just start a trend that turns this year into a whopping success!

We’re all guilty of this situation. We see something that just isn’t there.

I’m not referring to those possible circumstances when you might have, well, imbibed too much. Or, your glasses are cloudy or maybe you don’t have them on at all, and the squinting has caused you to experience some sort of visual hallucination.

Nope, that’s not what I am talking about.

I’m referring to those times when we hang on to a prospect — and then hang on some more—simply because we’re seeing something that just isn’t there.

We’re seeing hope and possibilities, business opportunities and potential.

But it just isn’t there.

Our boundless energy and enthusiasm can occasionally color our vision so instead of seeing reality we see what we want to see.

Now I’m not saying that we should “pull the plug” on our prospects if they don’t move through the sales funnel in record time.

What I am referring to is the useful technique known as “screening and qualifying”. By consciously engaging in this step in the sales process, you can be more certain that the very prospect you are so eagerly pursuing actually has the sales potential and worthiness you so crave.

In a lengthy sales cycle, things change, priorities shift, budgets get readjusted and what was once a truly viable prospect has just become untenable.

Once again please don’t get me wrong. I’m not suggesting that you pull the plug prematurely.

What I am recommending is that you take a long hard look at your prospect database. Make certain that your pipeline is screened and has been put into categories based upon their potential sales worthiness.

Once you do that you can follow-up, follow-through and work your pipeline very efficiently.

You minimize the possibility that you will see what isn’t there, not because you are tipsy or having troubles with your eyes but because you are living in an enchanted land where all prospects are qualified, interested and created equal.

As I see the success and recognition that so many mom entrepreneurs are making in today’s business world, I’m slightly envious that I’m not part of this growing movement. However, I’m also extremely proud to have helped pave the way for this new generation of powerful and passionate women.

When I started Adrian Miller Sales Training 22 years ago, being a working mom was something you kept quiet. You simply didn’t speak about your kids while conducting business, and you certainly didn’t market yourself as a mom business owner if you wanted to be taken seriously.

As the mother of two young boys working from a home office, I had to keep my personal life under wraps for a number of years. With few support groups for mom business owners and no internet for connecting online with others, there was definitely a sense of being alone and isolated.

Thank goodness those days are long gone! Whether you’re a successful “mompreneur”, newly laid off from a career, or just heading down the path of following your passion, you have more opportunities and tools for you to reach your goals than ever before. Just remember the following and set the example for the next generation of business owners through your enthusiasm, dedication, and ultimate success.

Have Some Passion

Even with all of the technology designed to keep us “in touch”, entrepreneurship can be lonely. There will be those times when the road is tough, and you feel like giving up. It’s those exact moments when you need to draw on your true passion for what you’re doing and forge ahead.

Have a Plan

When I was a “mompreneur”, I had full-time child care so that I was able to pursue my business without too many distractions. Same holds true for anyone launching a business. Develop a detailed, realistic plan for how you will schedule your time, support yourself, promote your business, and get all those other “to do” items done.

Have a Support Group

While you might have a loving family to support you, you also need peers who can punch holes in your dreams so that you can see the reality and mend the holes so your dreams can prosper.

Network, Network, Network

Networking is the foundation of building a business regardless if you’re a “mompreneur” catering to a local market or the CEO of a multi-national conglomeration. In fact, most moms with businesses are excellent networkers and could actually teach a thing or two to many C-level execs. Moms have clear and distinct support groups on Meetups, in local areas, and on the web. They get the benefits of connecting with others and support each other in ways that many other business owners don’t.

Find Balance

Yes, “mompreneurs” are passionate about their work, but they are equally as focused on their family. Make sure that you have enough outlets and other interests to keep your work and personal life in balance.

The ability to nurture is essential for any new parent, just as it is for every sales professional. Both parenting and selling require a high level of patience, dedication, and understanding. Certainly, not everyone has these qualities. However, if you do, the rewards of both jobs can be unbeatable.

As with having a baby, working with a new client can take you on a long and winding road that may occasionally have some bumps. But, as you navigate through the stages listed below, you realize that your consistent efforts can be instrumental in the flourishing of a business relationship that provides you with long-lasting rewards.

Gestation

While you may not be grappling with morning sickness and an expanding waistline, the early stages of working with a client is akin to the nine months of pregnancy. It’s time to be smart, protect what is developing, and get ready for the new gig. As well, readying your team for the upcoming new business is also on your ‘to do’ list.

The Birth

Congratulations! After all the pre-planning and diligent work, the client is really yours. Now, what are you going to do? How quickly the glow will end and the reality of keeping your client hits home. Sure, you’re still thrilled, but some of the hallucinatory glee might be beginning to wane.

Middle of the Night Feedings and Wiping Butts

You’re now in the thick of it. Just like a baby, your client needs your help and reassurance, maybe at all hours of the night. They might even seem a little or a lot helpless, but this is the client that you wanted. Right? Hang in there. Brighter days will soon follow.

Growing Up and Being Part of the Family

The labor-intensive diaper changing or extreme hand-holding days are now behind you, and you finally have a moment to reflect. What do you see? Someone you’ve nurtured and incorporated into your family. Yes, long-term clients really do become members of your extended business family.

Staying Attentive

Salespeople, like parents, simply can’t sustain the level of attentiveness that is required in the beginning stages of a relationship. That’s understandable. Whether you’re the parent who plops their kid in front of the TV to get a few minutes of peace, or the salesperson who needs to focus on another client, it’s simply impossible to stay 100% focused all day, every day. That’s ok.

However, while it’s understandable to shift your focus from time to time, you don’t want to risk losing a relationship because of neglect. A client, just like a child, requires a level of care and nurturing, even when they’ve become self-sufficient.  Your responsibility as a parent or a salesperson with a client doesn’t end at this point. Your relationship will inevitably change over time, and your success will ultimately be measured by how your relationship has been maintained over the long haul.

You’d be hard-pressed to find anyone in sales who has had a banner year in 2009. For almost everyone, it just downright sucked.

The good news is that we’re counting down the last days before a new decade, and it’s time to think ahead and regain the positivity that keeps us salespeople pumped up and energetic. What do you need to do now to ready yourself for 2010? Here are the top five items for your “to do” list to give you a jumpstart so that the new year and new decade don’t suck.

Have a Strategy Ready to Go on January 1^st

Every successful salesperson needs a marketing and business development strategy. It doesn’t have to be a complicated document filled with charts and graphs. But, you do need a well-thought out plan of action that you’re going to implement. Work on it now, and get ready to use it the minute the clock strikes midnight on New Year’s Day.

Reconnect with Dormant Accounts

You may have been shot down repeatedly in 2009 by existing clients who just had no business to give you. Don’t let them discourage you. Reconnect and find out where they are now with their businesses. Some may still not need what you’re offering, but some might. And, by staying on their radar, you’ll be on their mind when they are ready to purchase again.

Network More Strategically

With business screeching to a halt over the course of this extended recession, many of us ramped up our networking efforts to varying degrees of success to seek out new contacts and business opportunities. Yes, there are more networking options than ever, but that doesn’t mean that we have to take advantage of all of them. Use your time wisely and only focus on those that offer real value. Stay focused on only the networking events and groups that attract the individuals who you’re trying to connect with.

Think Out of The Box

Now, more than ever, creative, innovative thinking has become the ticket to success. Those who are willing to experiment with different approaches and take the initiative to succeed will be rewarded with new business. Those who are simply resting on their laurels may find 2010 to be just as challenging as this past year. Find ways to add value to everything you do for your clients. Undoubtedly, salespeople who go the extra mile right now and impress those that they’re selling to will find that business is there for the taking.

Embrace Social Media

No more negative comments about social media. While you’re making fun of your competitor who is tweeting, blogging, or connecting with industry contacts on LinkedIn, they’re taking business away from you. Social networking sites, for the most part, are extremely user-friendly. So, there isn’t any excuse for you not to get on board. Why not get your name and your expertise out there in the new year? You’ll soon be on the bandwagon and making new sales and contacts in ways that you never thought possible.

Back in the day work was conducted during “regular” business hours. Business calls came into the office and pretty much stopped once you left for the day. The weekends were sacrosanct and nobody called you at home unless, of course, the call was pre-arranged.

All that has changed. The cell phone has provided us with the ability to get in touch at all times of the day or night, 7 days a week. But just cause ya can doesn’t mean you should.

Yes, sometimes the messages are incredibly important. And when the matter at hand is time sensitive, an evening or weekend contact is perfectly okay.

But sometimes the message is, well, not that incredibly time sensitive or urgent. And a call that is received at 8PM at night or mid-day on a Sunday is just plain intrusive.

So be careful before making that call. Think about what you need to say or ask. Can it wait until the next business day and during “regular” business hour? If not and time is of the essence, then certainly make the call and know that it is going to be received in a positive light.

But if in reflecting upon the urgency of the call you come to the realization that it can surely wait until a more suitable timeslot, then hold off making the call.

Remember, just cause ya can doesn’t mean you should.

No, this isn’t another article about observing your management team. It’s about what you can learn from the “Boss” Bruce Springsteen. Yep, that’s right. There are a handful of extremely helpful takeaways that all of us business people can learn from this veteran rock and roller.

Connect with Your Audience in a BIG Way

A Bruce Springsteen concert is never a quiet, low-key show. He works the crowd and plays his band like an orchestra. You can’t help but feel as if he’s singing straight to you, even in a sold-out stadium. Bruce gets it. Without his legions of devoted fans, he’d be just another guy from New Jersey.

In business, it’s just as important to make the connection with those around you. To grow long-term success, you, too, need devotees that truly believe that you’re working just for them. Build your fan base just like Bruce.

Be Real, Not Superficial

Even though Bruce probably has more money than some small nations, he still successfully projects an image of blue-collar, straightforwardness that you rarely see in other rock stars.

You just can’t envision him lip-synching a song on stage, nor wearing a sequined, glam get-up. Because he’s so good at what he does, there’s no need for distracting background dancers, dizzying light displays, or overly-synthesized songs. That’s just not Bruce. He writes and performs real music that’s straight from the heart. He wears jeans and a t-shirt and plays his guitar. No muss, no fuss!

Being down-to-earth is a good strategy for business, too. It doesn’t take a rocket scientist to spot the salesperson who is better at show-boating than really selling or the marketing director who has a knack for making a sub-standard product look very appealing in a presentation. Instead, the best approach is always honest and real. Having a reputation as someone who isn’t full of B.S. will always work to your benefit in the long run.

Work Hard

Anyone who has ever been to a Bruce Springsteen concert knows that they can be long. While most performers tire and quit after an hour and a half, Bruce can go on for hours and hours. During one tour in the early 80s, his band consistently played nearly 40 songs over four hours each night. His tireless work ethic has definitely added to his popularity and mystique. When you buy a ticket to one of his concerts, you know you’ll definitely get your money’s worth.

Bruce has found success through hard work, and so can you. By putting your hours in, you’ll not only improve your skills, you’ll establish yourself as a roll-your-sleeves-up type who is willing to do what’s necessary to get a job done.

Be a Perfectionist

Like all rock and roll stars with staying power, Bruce Springsteen makes performing look easy. He just picks up a guitar and plays, right? Not hardly! His “E Street Band” has up to nine performers on stage that all must work in synch to create the incredible music that they’re known for. This requires tremendous amounts of time rehearsing, practicing, and fine-tuning. Want to be a business rock star? Perfect what you do and then make it look easy.

Over Deliver

At the core of every performance is Bruce’s desire to do anything and everything to make his crowd happy. Even now at 60 years old, he works the stage and makes his way into the audience just as he has done for decades. He takes audience requests for songs and belts out each tune with the enthusiasm and vigor of someone half his age. Of course, he rarely ends any show with less than a five song encore. Why do many fans almost consider his concerts “pilgrimages” that they couldn’t dare miss? It’s because he consistently over delivers, always leaving them feeling like they’re truly appreciated.

Are you going over and above the call of duty and providing more than expected with your prospects, clients, and colleagues? Take it from “The Boss”, if you’re really “Born to Run”, you’ll make it your passion to over deliver, too!

We’ve all had those sales presentations where everything went right. You captivated the audience with your words, and they nodded in agreement. You left the room feeling like a rock star, confident that you’d soon have a sale. Then, the romance quickly ended when you tried to close the deal. They fell off your grid, wouldn’t take your calls, and basically disappeared without even an explanation. Hmmmm!  And, you thought they loved you?

Yes, it sounds more like a one-night stand than a sales presentation, but too often seemingly productive sales presentations end up going nowhere fast. Why? Well, there are four primary reasons why your once captive audience is not really into you anymore. Here they are:

Oops! You Romanced the Wrong People

Often times, the people who seem like they are sure bets during a sales presentation are just those who don’t have any buying authority. It’s easy to get positive response from individuals who aren’t authorizing the checks, but you’re spinning your wheels by focusing on them. Do your homework ahead of your meeting and make sure that the decision-makers will be listening to what you have to say.

You Didn’t Probe For Information

You’ve memorized the features and benefits of what you’re selling and can probably even recite them in your sleep. But, no one is sold by a running monologue. To captivate them enough to get them to buy, you better be finding out how you can help them. Without this information, you have no ability to offer them an improvement of their current situation. This translates into them having no reason to return your call.

You Didn’t Present Enough Value

You could have the flashiest, most innovative product or service on the market, but if you can’t communicate its value to your prospect, they’re not going to buy it. Sure, they’ll ooh and aah over the fantastic things that you’re showing them, but if you’re not explaining why they need to have it, you might as well pack up and go home.

You Didn’t Ask Enough Questions

Besides determining their specific needs, you still need to find out much more before you have the sale. Do they have the budget for what you’re selling? What’s their timeline? How does the purchasing process work? How best to follow up? What else can you do to help them?

Like going on a first date, you need to play it smart if you’ll continue on towards a relationship. Find the right people, ask them the right questions, and you’ll go a long way to preventing being jilted again.