You Can Win More Sales by Accepting & Working With Change Than Denying It

Change is part of sales both in hard cold coins and learning to adapt. So how good are at accepting change to win more sales?

Alan Deutschman in his book Change or Die indicated that his research revealed that only one in 10 people will change. Just think of that, 9 in 10 prefer staying where they are, doing what they have always done instead of taking a chance to change.

Sales professionals are probably no different. They continue to attend business networking event after business networking event hoping to win more sales. They continue to fly by the seats of their pants as Captain Wing It. Unfortunately, in many of these business networking events the key decision makers never attend. Sales Coaching Tip: Make sure you go where your potential customers go.

Having written sales plans supported by written and aligned sales goals is another anomaly. From my experience as a sales coach, having a written sales plan and written goals are changes that many sales professionals prefer not to take. They would rather continue with their "Spray and Pray" actions.

What about sales scripts? How many sales professionals use this proven tool to increase sales? Sales Coaching Tip: Effective sales scripts can shorten the sales process and earn you the sale much quicker.

Then how about a proven sales process to win more sales? Again, from my experience, at least half of the sales professionals that I have worked with do not have a plan because what I am doing now is OK. Yet, these folks want more sales?

How are your customer service skills? If you believe customer service is the responsibility of some other department, then your sales will eventually plummet to earth, crash, burn and die. How many sales professionals do not want to change and become that customer service person even though they are responsible for "earning" the sale." I guess after earning the sale, they believe that their responsibility has ended.

What changes have you made about your own professional development? Are you still selling the old way or have you decided to expand your sales skills? The world is changing and you must learn to know where the flow (change) is headed and how it will affect your bottom line. Have you kept up with all the changes that your customers are experiencing?

Yes, to win more sales demands that you, as a professional sales person, must be willing to accept change. Of course, not all change is beneficial. You must however have an open mind before deciding that this course of change will not increase sales.

Would you like to win more sales? Are you tired of coming up short with your monthly, quarterly or annual sales goals? Would you like to stop bleeding all the dollars from poor attitudes to unhappy customers? Then you may discover a possible solution through Triage Business Planning action plan where you can become one of the few to change and realize business success instead one of the many who continue to fight change and ultimately die.

Leanne Hoagland-Smith, Chicago Sales Coach, helps small business owners to C Level executives from Chicago to Indianapolis to worldwide who are truly tired of struggling to unlock the sales and business results that they want. Call 219.759.5601 to schedule a free business coaching training or sales coaching strategy session to begin to quickly unlock tomorrow's solutions today.

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