Five Common Challenges in Sales

Five Common Challenges in Sales

Below are five common challenges salespeople regularly face and some quick tips for getting through them.

Bad Economy – Create your own economy versus participate in what everyone else has agreed is the economy. Generate your own demand by helping customers solve problems by making investments in your products or services that increase revenue or reduce costs. In bad or tough economies when everyone is contracting, you should be expanding to earn new customers and take market share. A bad economy is a terrible thing to waste.

Being Rejected – Rejection is an emotion that occurs when you do not take accountability for your actions. You do not get what you want, so you feel sorry for yourself. Remember, buyers are rejecting your offer or product, not you. Do not take it personally – take accountability! Ask, what could I do differently next time to win their business? Do not avoid rejection or you will withdraw. Do not listen to it or you will be buying into someone else’s agenda.

Call Reluctance – You are reluctant when you create reasons for not contacting customers. Call reluctance occurs from fear, lack of motivation and not enough training. Fear. Fear is not real; it does not exist in the physical universe. Kill fear by taking action when you feel it. Motivation. Link your activity to the future and how you are working toward realizing your dreams. Training. When you know what to do, you have the confidence to do it, including cold calling.

Customer Emotions – During the sales process, customers can and often do get emotional. Their emotions can include anger, frustration, etc. Never take them personally when directed at you. These emotions are often the result of how customers feel about themselves, not you. Never react to them or become emotional as a response. Stay calm and rational while focusing on the facts. Guide customers through emotional waters to the calm.

No Callback – More people will not return your call than return it. Not calling you back does not necessarily mean the customer is not interested. Do not take it personally. Keep contacting them. Always leave a message. Never bring up unreturned calls or make the customer feel wrong. It is not their agreement to call you back. It is your responsibility to follow up; the more creative and persistent you are, the better. Not interested today may mean interested tomorrow.

All contents copyright © 2013, Josh Lowry. All rights reserved.


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