It has been said that “Good things come to those who wait.” But the actual fact of the matter is, good things come to those who go out and make them happen.
Which, believe it or not, leads to this question: What is the worst enemy of sales and closing rates?
In other blog posts this month, we have talked about various stages of waiting. We have discussed waiting for prospects to change their minds. We have covered waiting for prospects to call you back. We have gone over waiting for sales to close someday.
Now, what do all these things have in common?
If you guessed “inactivity” you would be right. Motionlessness. Doing nothing and expecting something to happen.
It has been said that any action is better than no action at all. That is certainly true in sales, too.
Someone going out cold calling, knocking on doors, and selling vacuum cleaners, may have a pretty low closing rate and may end up with a lot of slammed doors in his or her face, but at least they are doing something. And at the end of the day, that person is going to close more sales than the person who is doing nothing.
And as a sales manager, I certainly would much prefer a salesperson who is making a ton of mistakes yet making the effort to sell, than one who just sits there waiting for the phone to ring.
Yes, sales training is essential—that’s why SELLabiity is in business. It is essential to being successful in sales, and actually getting a consistent rate of closes.
Unless you have got a whopping amount of natural talent, you are not going to be able to make a living as a salesperson unless you do have adequate training. And even someone with plentiful natural talent will not be consistently successful without sales training.
But training or no, you are definitely not going to make any sales without getting out there and trying.
There is a common source of inactivity. Probably the most common cause of people deciding to quit sales, or to fall into inactivity or the waiting game, is hitting up against too many failures in selling.
In such a case, training, in the form of SELLability’s Sales CPR, might be required to get the salesperson back up and running.
That CPR would, most likely, concentrate on breaking the sales process and finding the sales process stages that were most often missed.
But doing that would be returning to action, wouldn’t it?
To learn more, sign up at SELLability.com.