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The Sales Process-Stay on Course

Submitted by Mitch Seigel on Tue, 7/2/2013

When you get to the point when you can call yourself a veteran in whatever you sell, it may seem that there is nothing new to learn, nothing new to improve in your sales game. The same as anyone in their profession, there is always something to learn or to possibly adjust to make yourself a better salesperson.

It may be that your eye is coming off the ball, that you are getting too complacent. While this is a sports analogy, it can be so true in just about any sales position. You prospect, set up needs assessment meetings, present a proposal that is spot on to the client’s needs-yet you don’t close the sale.

Take a step back and study what you are doing. If you can’t see it, get perspective from another person or two. Different angles always have different looks and you’ll be surprised at what they see you are doing. Then make the adjustments you need to stay on course.

When sales aren’t happening, it doesn’t mean you are not doing things right. Your sales process may just need a tweak or two. If you keep this in mind as you are in the process, it makes not closing that much easier.

What are your challenges when it comes to staying on track, staying in the sales process? I look forward to hearing your comments. Until next time…