Better Selling…Do You Suffer From Common Sales Disorders

February 8, 2010 at 9:01 pm | Posted in Adrian Miller Sales Training, entrepreneurship, sales, Sales Training, small business | 1 Comment

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.

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