HTSS184 - Sales rep failure and sales failure reasons - Scott Sylvan Bell

Sales rep failure rate and sales failure reasons

Being a salesperson can be weird. Most salespeople fail more than they close. Some salespeople want something they cant have early on. What the salespeople want is a career without failure.  Most industries have an average of 20 – 30% closing rates. This means 1/3 appointments are closed. The better salespeople are 2/3 sales deals closed.

Getting past fear of failure 

Failure is part of life. The more risks you take the more failure you can face. It's your job to fail often and figure out how to make things work. As you fail you are supposed to learn. There are a few ways for you to get past failure and the feeling of it:

• Take notes
• Fail, beyond the training
• Know that attempts are tests 
• Read biographies of successful people

How to get through failure in sales 

Salespeople can be seen as unusual.  Salespeople look at going into the fire, taking the bullets, and then running out with a client on their back. Plenty of people have a fear of not doing well in the face of adversity. People freak out about being told “no” but they don’t know that the key to getting to the yes is figuring out what people don’t want. Read “Start with no from Jim Camp” and Never split the difference from Chris Voss. 

Getting through a sales slump 

If you want to get to the next level in sales and or have success in business you can look at sales as a bell curve. You can become obsessive about routines and processes.  It’s a closing rate measurement contest not who you are. The only way you can get better is by putting in the reps. The pattern for success in sales is this:

New content – role play – fail – role play fail less – fail – role play – fail less – role play = comfort = close.

The closing deal Framework

How do you think and think about yourself? This question can be for your looks, your abilities, your skills and so much more. Your external belief in yourself has an impact on your sales process. The worse you feel about yourself the tougher it is to close deals. 

7 rules of sales failure

1. You must want to really close deals – opportunity in the future
2. You must learn to be ok with failure and problems with losing deals
3. You must be willing to look back at deals to dissect them
4. You must be patient – you need
5. You must see that in the long term sales is cyclical
6. You must be ok with no as much as or more than yes
7. He or she who asks, gets – you only get from life what you ask for

The 7 skills closers have

• Self-image
• Rapport
• Presentation
• Questions
• Objections
• Negotiation
• Delivery

 

7 skills all closers have