7 Ways to Make Selling Easy
7 Ways to Make Selling Easy
OK, if you’re looking for some magic formula to suddenly transform your salespeople into super achievers, you won’t find it in this post. What you will find is a list of some of the more common whines that salespeople make instead of getting on with the task of selling. This is loosely adapted from The Sales Blog by S. Anthony Iannarino who has written more than 2,500 blogs on sales. You can find him at firstname.lastname@example.org
Usually I find that repeating the complaint, using a tone of incredulity, is enough to shut them up. If not, you may want to consider whether you have the right people on your team.
Here’s my top seven. You probably have many more:
- We need better inside support. We don’t have enough knowledgeable people to source stuff and provide me with the help I need to do my job. Order processing is too slow. Shipping is too slow. The credit department is too rigid. I could sell a lot more if I had better support. Yeah right!
- I need better pricing. We’re not buying right so we’re not competitive. It’s impossible to sell something when you don’t have the lowest price. I can’t match the competitor’s prices.
- I don’t get enough leads. Prospecting is too difficult. Nobody returns my calls. The company should be providing me with people who are ready to buy so I don’t have to do all this hard work.
- We need better sales management. My manager just doesn’t understand the situation. He thinks that I should be making more cold calls … asking more questions … getting referrals … digging into my customer’s challenges … providing solutions … working past 4:30
- I need a better compensation plan. My compensation plan is not good enough. If I got paid more I’d be motivated to sell more. I would be making enough money so I wouldn’t have to stress about budgets and quotas. I wouldn’t have to spend time prospecting for new business.
- I need better support from the factory reps. Most of them are useless. They only worry about chalking up frequent flyer miles or making courtesy calls on the best customers so they can take credit for my hard work. Some of them give all the good leads to my competition. I don’t have time to babysit them.
- I need better prospects. My prospects only care about price. They don’t care about all the solutions that we can provide. They’re in bed with our competitors and I can’t get in the door. This is too hard.
OK, there is a kernel of reality in most of the above whines. Selling is not easy. It never has been easy and it won’t get any easier in the future. Your job as a sales manager is to provide your people with the tools that they need to be better than the competition. Make sure you have the right people on your sales team. Train them, coach them, and motivate them. Pick them up by the bootstraps and dust them off when they stumble. Do what you can to help them but don’t get suckered by the complaints.
Oliver Connolly writes a weekly blog on sales management and coaches a limited number of sales managers every year. Please go to www.clevelstrategic.com to learn more.