| The practice of "selling" is an art that requires | | | | time but it's never admitted, especially on a Lost |
| special skills and, since it's an art, the outcome is | | | | Order report. |
| never guaranteed. Science, on the other hand, will | | | | The purpose of a Lost Order report is to correct |
| generate a predictable outcome because science | | | | something that caused an order to be lost. So, |
| is based on laws. In science, for example, one plus | | | | executives spend days trying to fix pricing issues, |
| one will always equal two. Since "selling" is and art, | | | | missing features, contract terms and a host of |
| the best you can do is reduce the risk of failure | | | | other things that appear on Lost Order reports |
| and increase the probability of success. You | | | | but often had nothing to with the failure to close |
| accomplish that with sales training and the | | | | the business. It is just too hard for most sales |
| perfection of sales skills. | | | | organization to admit they were simply outsold. |
| Salesmanship is an art form and so too is sales | | | | What do you think would happen if those three |
| training. Training or instructions in any art form | | | | words, "We Were Outsold", started appearing on |
| leaves great room for different thoughts, opinions | | | | Lost Order Reports? That's right, those sales |
| and concepts. After all, there isn't just one acting | | | | executives would start fixing the right problem... |
| school or acting method. That said, I'd like to give | | | | sales skills. They would go out and get some |
| you a few of my twists and comments on some | | | | great sales training and make sales skills the |
| common believes held in the world of sales and | | | | center of their organization's culture. |
| sales training. | | | | Stop Qualifying And Start Disqualifying Prospects |
| Rarely Is It Your Closing Skills | | | | My last little twist on things could make a big |
| All too often, when a salesperson fails to close an | | | | difference for many salespeople. If we are tasked |
| order, there is a rush to judgment about their | | | | to qualify a prospect we look for reasons to do |
| closing skills. For that reason, closing skills | | | | just that, namely qualify the prospect. I think |
| programs are one of the most popular sales | | | | there is a safer approach and that approach is to |
| training programs. However, more often than not, | | | | look for reasons to disqualify prospects. That |
| it is difficult for a salesperson to diagnose exactly | | | | approach will keep your assessments honest and |
| where they went wrong. Based on my | | | | prevent you from investing time with prospects |
| experience, the problem is rarely related to closing | | | | that will never, or can never, buy from you. |
| skills. | | | | Sales Training |
| Selling is a process made up of a series of | | | | Make no mistake about it, when it comes to |
| well-defined steps. Each step must be successfully | | | | sales, you need a solid foundation of basic and |
| completed before you can proceed to the next | | | | advanced sales skills. You get those sales skills in |
| step in the sales process. Closing is just one step | | | | solid sales training programs. However, once you |
| in the sales process. If, for example, you failed to | | | | have that foundation firmly in place, remember |
| ask the right questions and never uncovered a | | | | you are dealing with an art form so make those |
| need for your product, all the closing skills in the | | | | skills your own. The Sales Superstars don't play |
| world will not help you get the sale. In fact, when | | | | by the rules; they make their own rules. I feel |
| you consider all the steps in the sales process, | | | | that's the biggest reason for the "80/20 Rule". |
| closing is the easiest and most natural step but | | | | The top twenty percent of all salespeople take |
| only when you've first successfully completed all | | | | creative approaches and force themselves to look |
| of the prior steps in the sales process. | | | | at things differently. That's why they earn eighty |
| The Three Words You Never Hear In Sales | | | | percent of all the commissions. |
| Lost Order reports could be a valuable sales tool | | | | I invite you to remember "sales" is an art so |
| but all to often they are nothing more than a | | | | make it your own. But first, establish a foundation |
| useless, if not harmful, piece of paper. I say that | | | | of solid sales skills. Look at this way, you have to |
| because there are three words I've never seen | | | | learn how to play a piano before you can take it |
| on a lost order report. Those words are... "We | | | | to the next level and compose a concerto. |
| Were Outsold". You know reps get outsold all the | | | | |