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Posts tagged “Successful Sales Conversations”

This week I coached a highly paid consultant, who has a unique, valuable set of skills. He wanted to be trained on how to make more appointments with senior people at blue-chip companies. I listened intently as he shared stories of not getting through and not getting enough time once he did get through and how his appointment conversion rates were much lower than he expected. given his skill set and ability to add value. 
 
He felt he wasn’t able to hold the attention of the prospect and sensed them losing interest. He admitted, “At times, I can tell they just want to get off the phone as soon as possible’. 
 
He averages 2 appointment per week and spends on average 8 hours per week on the phone making calls after warming his prospects up with a direct message on LinkedIn 
Recently, during my sales courses, I find myself answer more and more of the delegates questions with the same answer. Regardless of what area of sales is being discussed the response that keeps occurring to me is; “It’s to do with how you turn up” 
Ignoring the extra 's', for many people, sales is a four-letter word. But it needn’t be. Sales has developed a reputation over the years that it simply doesn’t deserve. 
 
Due to dysfunctional sales techniques and misguided sales management, companies often underestimate what is required to establish a foundational base for consistent sales performance. As a result, mediocre sales performance has become accepted as the norm. 
During a recent field accompaniment program for a software development company, I met Brian, who invited me to join him on appointment with a medium sized company. This lead came through Brian’s company website and stated an urgent need to purchase his type of product offering. 
Having conducted hundreds of field accompaniment programs over the last three decades with sales professionals of all standards and numerous SME business owners, I feel strongly about the ‘sales conversation’ challenges that too often prevent positive outcomes for both parties. 
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