Those in sales are in an awkward paradox. Were archetypally competitive, but ultimately in a profession where failure is unavoidable.
The psychology of sales dictates that our attitude can hugely impact our prospects. Below takes you through six of my learnings detailing how to work efficiently, and maximise the potential of every opportunity.
Rule 1: Accept and own your failure
For sales, how you deal with failure is the key to success. When a prospect doesnt convert, this can kick in your fight or flight? instincts. But panicking will have a roll-on negative effect on your future success. Ultimately, as salespeople and human beings we learn through our mistakes.
When that dreaded no? word comes around, remember succeeding in sales isnt just about the prospect, and it isnt just about you. (Source: www.reserveairticket.com)
Come to terms with the fact that failure is part and parcel of sales.Learn what you can and move on from any sale you don’t win. Acknowledge that whilst sale conversions are not all within your control, there is a huge amount you can harness if you’re smart about it.
Rule 2: When it comes to targeting, less is more
Despite what many sales mantras say, reaching out to more prospects won’t correlate to more conversions. Pipedrive’s CEO Timo Rein states 70% of all deals should be winnable. If that’s way off your close rate, you’re either mishandling rejection or picking the wrong prospects in the first place.
it’s about being smart with who you’re targeting
Our 2017 Sales Performance Review revealed that the highest performing teams had smaller pipelines filled with fewer, but better, leads.
Picking the right prospects will result in closing more and failing less. Qualifying leads should take up a large quantity of your time; resulting in a smaller pool of the right people, as opposed to a large pool of largely disinterested prospects.
Set yourself up to succeed by spending time researching and targeting, not spamming. This equates to being able to spend more time building relationships with these prospects who are in a better position to convert.
Rule 3: Prospects without a problem are a problem for you
Timing is everything. For salespeople, engaging at the right time means when a prospect has an issue that needs solving. Without this, they will reject the solution you’re selling.
Talk to your marketing team. They follow up with the customers you close so can share valuable insights such as feedback survey data and buyer personas of active customers. You can use it to build a profile of the leads you should be honing-in on.
Optimise your online lead gen process. Whether you’re using sign-up forms, social media or email marketing, your message needs to have impact. Choosing solutions to help perfect email comms with templates and email tracking. This will give deeper insight into what interests your prospects and can be an excellent time-saver.
Rule 4: Prospects won’t convert unless they are ready to take action
When it comes to providing the solution to the problem a prospect wants to solve, a lead will only convert when they are ready to solve it. The real key here is being there for your prospect when they are ready to take action.
What to do:
Tara Bryant, Global SVP of Sales at Pipedrive has spent over 20 years helping companies?from start-ups to Fortune 500s?get the most out of their complex revenue generating systems. She has much executive leadership experience in rapidly building successful, high-growth global companies in SaaS, technology and e-commerce. Tara specializes in building strong, multi-channel sales teams.