| SOS, also known as Morse code, is a universal | | | | sales process timeline. |
| distress signal. For salespeople, a "Save Our Ship," | | | | 3. Not following up because of whatever excuse |
| becomes a "Save Our Sales" distress call. While | | | | I've heard most of the excuses: "I don't have |
| everyone selling likely has their own SOS, here | | | | time, I feel like I'm bothering people, I don't know |
| are five common sales calls for help. | | | | what to say next, I don't have enough energy, |
| 1. Cancelled appointments | | | | I'm afraid." If you have this SOS call, run, don't |
| Are you confirming any appointments you set | | | | walk, and get a sales coach. Selling IS about follow |
| with prospects? Either the day before or the | | | | up. |
| morning of, telephone or email prospects. I usually | | | | 4. Poor presentation skills demonstrates lack of |
| telephone. If something has come up for the | | | | confidence |
| prospect, I reschedule with them right then; | | | | If you are at any business function, or even social |
| they're already on the telephone. If they just | | | | for that matter, you want to speak with |
| don't show, that's an entirely different problem | | | | confidence. Be confident with your elevator |
| and solution. NOTE: never assume that a no show | | | | pitches. Drop the "ums," the "ya knows," and any |
| means not interested. | | | | other puffy fillers that chip away at your image. |
| 2. Prospects buying from competition | | | | Why be careful even at social events? It is |
| Are you going through all that you know how to | | | | absolutely true that it is a small world; you are |
| do and losing sales to the competition? What | | | | only ever about six people away from who you |
| about losing to the competition of procrastination? | | | | want to meet. Your ability to speak in a way that |
| Examine your qualifying process. You have a | | | | people want to listen to will help you meet them. |
| qualifying process, right? At a minimum, early on | | | | Selling has a beginning and a continuation. It really |
| you want to be certain of four things: you are | | | | never ends. Don't ignore the SOS coming from |
| working with someone with a budget for your | | | | your lack of sales results. Instead, when you |
| product or service; you are talking with all decision | | | | examine your sales results, get to the problems |
| makers; the prospect has indicated a need by | | | | that are hurting you and then take a different |
| conveying a problem they want to eliminate or a | | | | approach to solve them. |
| solution they need, and their timeline fits with your | | | | |