It can be difficult for leaders of sales organizations to spot the blind squirrels within their ranks – especially when the economy is moving ahead at full steam. When jobs are plenty and customers are flush with cash, it’s true – even a blind squirrel can find a nut.
But what happens when the economic seasons change for the worse and the nuts begin to dry up?
With fewer dollars, greater competition, and less deals to be had, selling skills become an ever so important asset.
If sales numbers aren’t where they should be, ask yourself the following questions.
• Do members of your sales force truly have the ability to connect with potential customers?
• How are their prospecting skills?
• How well are they able to probe to uncover needs?
• Can they go further and identify pain points?
• Does your sales force know how to illuminate that pain beyond tolerance?
• Are they able to tie the product to relieving that pain?
• How do they create a sense of urgency among potential customers?
• Do they understand how to effectively cultivate relationships with customers in order to stimulate repeat business?
You may discover that after contemplating these questions your sales force isn’t where it should be. Don’t worry. All hope isn’t lost. A point we like to stress here at Cogency Group is that selling is a skill and skills can be learned.
There aren’t as many nuts to go around nowadays but they’re still out there. Make sure your team has the vision and foresight to find them and pick them up.
