| Today's business world has changed significantly. | | | | certain that it doesn't work in today's new |
| Buying decisions that used to take a few days | | | | economy. |
| can now take weeks, sometimes months. | | | | 5. Aversion to risk has increased. Many buyers |
| Decision makers and buyers have changed the | | | | have been burned over-zealous sales people who |
| way they manage their operations. And business | | | | made false promises and unrealistic claims. People |
| has become more complex. This all means that it | | | | have purchased products and solutions that failed |
| is critical that you upgrade your selling skills if you | | | | to achieve the desired results. They have signed |
| want to achieve long-term success in your sales | | | | agreements only to discover that the system |
| career. Here are seven reasons you need to | | | | they wanted required an unexpected investment |
| upgrade your selling skills. | | | | of time and money. And they have made |
| 1. The business climate has changed. In the last | | | | decisions that caused them embarrassment. |
| few years the business world has dramatically | | | | 6. Key decision makers are busier than ever. Five |
| changed. Companies are leaner which means | | | | years ago it used to take 6-8 calls to connect |
| employees need to accomplish more with fewer | | | | with a senior level decision maker. Now, it can |
| resources. The decision making process often | | | | take as many as 15 attempts. A typical executive |
| takes much longer than it used to. And, the | | | | has more than 40 hours of unfinished work on |
| people you deal with and sell to, are much busier. | | | | their desk at any given time. An average of 150 |
| See point 5 for more detail on this. | | | | emails clog their in-box and they constantly have |
| 2. Selling is becoming more difficult. If you are like | | | | to deal with changing priorities. One executive I |
| many sales people, you have probably discovered | | | | know said, "I can't possible talk to a sales person |
| that selling is more challenging than ever. It is | | | | because I already have too many projects on the |
| more difficult to connect with executives and | | | | go." Another told me, "Just when I think I can't |
| decision makers. It is more challenging to stand | | | | get any busier, I do." |
| out from the competition. Products often change | | | | 7. Competition has increased. Virtually every |
| with increasing frequency which makes it more | | | | industry has seen an explosion of competition. |
| difficult to stay current. The volume of | | | | Low-cost products manufactured and shipped |
| information you have to retain and manage can | | | | from overseas to local competitors trying to |
| be overwhelming. And the number of accounts | | | | carve a slice of market share from you. This |
| you have to juggle is likely taxing too. | | | | increase--and change--in competition means you |
| 3. Your customers and prospects are more | | | | need to improve your sales skills so you can |
| savvy. Buyers are immune to tired, outdated | | | | position your product more effectively. |
| sales tactics that manipulate people into making | | | | The majority of top performing sales people |
| buying decisions. I'm not suggesting that you use | | | | invest time and money in their personal |
| these tactics; however, they have caused | | | | development. They read books, listen to audio |
| corporate decision makers to paint all sales people | | | | programs and they attend conferences and online |
| with the same brush. If your voice mail message | | | | events to improve and fine-tune their skills. If their |
| sounds anything remotely like the others your | | | | company doesn't sponsor or fund this |
| contact hears, then you are destined for failure. If | | | | development, they use their own money because |
| your presentation sounds like everything else they | | | | they know that they will always get a return on |
| have heard, you will not close the sale. | | | | this investment. |
| 4. What used to work is no longer as effective. A | | | | If you want to succeed in today's business world |
| generic presentation that starts with an overview | | | | and enjoy a long-term career in sales, it is |
| of your company, your position in the market | | | | essential that you constantly upgrade your selling |
| place, the organizations that you have worked | | | | skills. I don't know who originally stated this quote |
| with, or the awards that you have won, simply | | | | but it is certainly applicable to this topic, "If you |
| doesn't cut it anymore. I actually don't know if this | | | | always do what you have always done, you will |
| approach was ever very effective but I know for | | | | always get what you have gotten. |