The 5 “killers” in the sales or: Failure factors are success those
(openPR) - everyone, which is longer in the field service active, white, it does not go always only steeply upward. Periods of reduced circumstances must be through-lived. Many come out with own assistance there. Others again need internal or external support.
With some this process persists, others is fast from this low again above up.
What makes the one differently, than the other one The answers for this must be filtered and analyzed by intensive discussions, Coaching and training on the job. Appropriate agreements, for support, not for demotivation, to be met.
There are however 5 factors, which are nearly Ko-criteria.
Success those No. 1
The search for reasons for failure in the sales one encounters inevitably on the factor: Putridness. This is conceivable on all levels, since sales consists of different activities. This factor affects itself particularly negatively, if too few dates are made.
That is, a salesman could be putridly regarding his administration or e.g. the correct clothes or cleanliness in the firm passenger car - all this will not break the neck to him. But if it makes too few dates, it will fail. Think of the funnel principle: The more I pour in here above, the more come out down.
If thus a salesman is not so successful, as he could be, then is in many cases because of the fact that he is simply too lazy. This may sound hard. What says the own mirror image to it Sometimes it nods.
If a salesman, depending upon industry, makes only eight dates, which he could normally notice on two days in the week and each week makes, then he will fail sooner or later.
The discipline was missing in such cases. The salesman (selling coworker/field representative) is well advised, if he works on this point.
Success those No. 2
Who believes, one needs only cheats and tricks, so-called „deep-psychological strategies “to use, in order to be successful, errs enormously.
A great many salesmen are unfortunately on that exactly out: the newest would creep and cheat to experience, how one can pull the prospective customer or customer over the table, as one can manipulate it.
Naturally it is important, how! one sells, as I deal with objections and reasonably develops a conclusion discussion. It goes in addition, without cheats. Successful salesmen are one: Authentically. They are them. They work and radiate by their personality and not by a put on masquerade, more learned cheat.
Success those No. 3
Do not concentrate on your commission.
If one thinks the alleged commission in a sales talk always - and as one the customer, who sits straight before one, best over the table to pull can, while one already calculates the commission in the spirit, transacts fewer conclusions.
If one has however the benefit of the customer in the eye, the chances of winning are much higher. The pure money motivation is thus a proper success killer. Because opposite the interlocutor, even if it only to some extent brightens is, such an attitude smells.
Success those No. 4
Most salesmen talk too much. Palavern continuously. And too few ask. Instead of giving to the change speech preference and to permit a dialogue.
Only if one hears, not to confound with the word (ears closed), experiences one listens, what really interests the other one. Only, if one knows, what moved the others, as it thinks, feels, acted, can one the correct entrance to opposite find and the point, why it is interested in a purchase.
It is thus not a schnellzüngige salesman, who parliert the customers or prospective customers in reason and soil, which win, but the listener.
Success those No. 5
As last factor, which leads into the abyss of the failure, the staying power lacking is to be designated.
Some stop, although they are scarce before the goal.
To it the ability belongs to bear neck impacts to overcome losses and get over periods of reduced circumstances.
The ability to attach not must be evaluated as its own quality.
If a sales manager on the search to weak points is, he could checken the five points mentioned systematically and became fündig with security with the analysis of a salesman, who does not have a success.
Contact information/press contact:
Dr. Kriegeskotte Sales Consulting Group
Personal and management consultation
Gewerbestr. 4
78479 island Reichenau (Baden-Wuerttemberg)
Telephone: 07534 - 99 55 97 - 1
Fax: 07534 - 99 55 97 - 9
E-Mail: info@kriegeskotte.com
Internet: www.kriegeskotte.com
Firmenportrait:
Dr. Kriegeskotte Sales Consulting Group personal and management consultation
Specialization on efficiency increase and reduction of costs in selling, marketing and management.
Management:
Dr. Uwe Kriegeskotte
Dipl. Vertriebswirt, Doktor of philosophy
For 17 years in the management, marketing and selling of European and world market leaders actively
Firm's structure:
Our team consists of specialists with optimally complementing fields of activity. All advisors have a professional experience of many years in the authority, in which they are active as advisors.
Ranges such as economics and tax law, IT-co-ordination and Controlling belong exactly the same to our emphasis, as also the cover of the requirements in marketing-mix.
Coworkers of Dr. Kriegeskotte Sales Consulting Group look for solutions, which become fair the development of the respective industry and the needs of the client in best way. They recommend their services then only if they expect that their work brings advantages for the client. They treat all internal procedures and information of the client strictly confidentially.
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