HTSS110 - How change is holding you back in sales - Scott Sylvan Bell

Get used to changes in sales and close more deals

If you want to be in sales for long term you must get used to changes. Closers know there is a change game to play and because of it the new endeavors do not freak them out.  

 

Average salespeople whine and complain about the changes and it holds them back. If the changes are too significant for you find something else or somewhere else to change.

 

Think through your sales process and your long term ideas because nothing stays good for too long. Staying too long in one place can lead to stagnation.

 

There may be benefits for you leaving a sales position every few years. People who have been in sales long enough know there are always changes on the horizon whether good, bad or indifferent.   

 

Here is a short list of things that can change:  

• Product / service – Old product go away, stats change, internal parts change.  
• Buyers preferences – What was in vogue today may not be tomorrow. 
• Laws – What was legal can be illegal tomorrow. The rules may change in places in your area or region.
• Overall investments –As the market changes so does suppliers and investment.  
• Finance and purchase options– plans and companies go away. When the market tighten up finance requirements become tighter.    
• Rebates, incentives and discounts – These can and cant happen consistently.  
• Stock of items – Natural disasters, strikes and inventory can change quickly.  
• Rules –Zoning per city or sate  
• Commission structure– This can happen every 6 – 12 months for some companies.   
• Changes in the market – you may see more competitors and demand or less.  
• Economy – there are ups and downs. The average is once every 7 years. 120 years / 18 
• Competition – you can lose competition or gain it, good competition is good for you and your industry  
• Suppliers and vendors - You have a relationship with people that will come and go. 
• Consolidators – Groups and private equity can come in and buy up everyone. 
• Affinity groups – A group of companies can influence compensation plans and actions. 
• Ownership – All companies are one conversation from selling for the right multiple.
• Management – When numbers are not hit managers are changed.
• Team members – Your co workers find better jobs, get recruited and or get fired 
• Obsolesce – Your product may go away or run its course.  

 

Salespeople who struggle with change struggle with deals, they get caught up in what used to be. This is a huge downfall because it eats up momentum.  

 

Know that changes are normal in all industries and some of it comes for good and some comes for bad.    

 

You have to be prepared for the changes. You should have a plan just in case things go sideways. This takes you time for you to get back up and running if you do not think through your options.

How to prepare for impending problems:

• Have a good list of contacts (business owners, sales managers, vendors) 
• Be proficient at LinkedIn and have a strong profile with 500+ connections.
• Have your own content for people to find you.  
• Have the ability to build a funnel and hook up an autoresponder. 
• Guess what is going to happen on the horizon, guess you don’t have to be right it helps to be prepared.

 

If you get caught up in change it will make it difficult to move forward in sales. You cant be caught in the past.