| Procrastination, like a car's noises, is sometimes | | | | contact, this noise is a difficult one to diagnose. |
| only heard on occasion for salespeople and | | | | From a recent survey I read, here's how it |
| independent professionals. Because it may be | | | | breaks down: 34% feel like they are bothering |
| infrequent, the temptation to ignore it is big. What | | | | people so they don't follow up; 32% have a hit or |
| potential selling noises are you possibly ignoring? | | | | miss process; 14.9% say they are too busy with |
| Take procrastination, a noise similar to applying | | | | other things, and just 17% say they persist with |
| the brakes on your vehicle. You plan your day the | | | | a series of planned actions. Just like driving a car, |
| evening before or the morning of and then you | | | | turning corners in sales follow up is necessary, as |
| just cannot make those follow up calls or those | | | | most of your sales are realized in the follow-up |
| get acquainted calls. You reason with yourself | | | | process. Your lack of follow up is a must action to |
| why. Before to long, way too many days go by | | | | pay attention to. |
| and it's the end of the week. Now you complain | | | | Creating a lost sales strategy can help from falling |
| about not having enough business. Procrastination, | | | | into a sales slump. Tim Connor, sales trainer since |
| like brake noises in a car, needs a check up. Get | | | | 1973, suggests that a lost sales strategy is an |
| to the heart of your procrastination, then | | | | often overlooked sales skill. Central to his strategy |
| implement the best remedy to get moving again. | | | | is an attitude to treat lost clients like new |
| Whatever you do, just get started on doing at | | | | prospects. What might happen driving in a |
| least one thing! | | | | pre-owned car if you didn't have regular |
| Does your sales presentation squeal? Like a loose | | | | maintenance? Like with a car, soon enough things |
| belt squealing noise which is heard only when the | | | | might come to a halt. If you don't analyze why |
| engine is running, you can only hear your | | | | you lost a sale, if you don't take a lesson away |
| presentation squealing when you either debrief a | | | | from a loss, and if you don't reframe the loss to |
| call or record a presentation. If you are too | | | | something positive for yourself, then your car will |
| focused on yourself, your products or your | | | | slow down some day to just die at the side of a |
| services, then your presentation can squeal a | | | | road! A lost sales strategy can help improve your |
| prospect right off of the road! Unless you get | | | | sales overall. |
| some self-assessment or feedback from a sales | | | | Pay attention to the sounds of procrastination, |
| coach or sales manager, you won't know about | | | | listen for too many me-centered presentations, |
| the squeals. Use techniques and skills that keep | | | | watch out for lack of follow up and be careful to |
| you talking more about the customer and create | | | | ensure that you have a no lost sales strategy in |
| less noise. | | | | place. These skills may not be found in every |
| Sales follow up can be noisy just like noise you | | | | sales training program, but you if you want to |
| might hear when turning a car around a corner. | | | | accelerate your sales results you seriously need |
| How noisy is your follow-up? Since 80% of | | | | to develop them. |
| salespeople don't follow up after up to a third | | | | |