Sales Trainers and their sales managers need to make sure that their sales force and their sales people understand the selling process. All too often sales trainers and managers of companies will have sales goals and deadlines for their sales force. Sometimes these sales deadlines are brought forth by upper executive management in the company to further foster shareholder's growth in quarterly income to the company. Unfortunately, this sometimes adds problems when sales managers push salespeople too hard and the salespeople who are very competitive work extremely hard to close deals which are not to ready to be closed and in the wrong stage of the sales process. In doing so the sales person will often ask for the order prior to properly handling all the objections of the customer. Sales managers need to train their salespeople in order to prevent these things from happening and watch very closely to the dynamics of the sales process with each and every customer and salesperson on their force. All too often the salesperson will upset a prospect or potential customer by asking for the order too early. Then the prospect will feel as if the sales person does not care, and does not understand the objections that the prospect is making. An upset prospect is likely to say NO and terminate the sales process and the sale is lost. However, it never needed to be lost in the first place. Further, the prospect may go to the competition and buy from them looking for someone who understands their needs and desires. Sales managers need to watch these types of scenarios like a hawk. Consider all this in 2006. |
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