In de USA neemt de druk op verkopers steeds meer toe. Zodra de verkopen achterblijven op target is iedere commercieel manager in de USA redenen aan het bedenken waarom zijn sales faalt. Zelden houden zij zichzelf de spiegel voor, natuurlijk het ligt altijd aan de accountmanager. Sales info sites in de USA staan vol met allerlei redenen waarom sales faalt. Ik wil ze graag met jullie delen. Zolang je jezelf er niet in herkent is er niets aan de hand. Herken je jezelf er wel in……probeer er van te leren.
- Blame others for their mistakes or inability to perform
- Lack the necessary level of persistence
- Do not believe in the product they are selling
- Do not commit to lifelong learning
- Fail to listen and learn from those around them
- Lack understanding of the industry or product knowledge
- Fail to develop the essential attributes or skills required to become a masterful salesperson
- Allow their ego to get in the way of change, as they try to do it their way and play by their rules
- Are out of their comfort zone and fail to adjust
- Cannot cope with change
- Are not committed to creating a better possibility for themselves
- Forget that the objective of selling is to deliver value to each client
- Only care about what’s in it for them and how much money they can make
- Do not demonstrate the level of patience required for meeting the demands of some clients
- Choose to fail and simply give up
- Do not ask for the prospect’s business because they feel they shouldn’t have to
- Do not ask for help (Never invested the time to see what the top producers are doing, how long it took them and the path they took to get there)
- Do not invest the adequate amount of time in their own training, coaching, and development
- Are driven by fear rather than their personal vision and measurable goals, which honor their priorities and force them to have integrity
- Are more driven for results than driven by a proven process — they are results driven vs. process driven
Ernst Pietersen www.uitdeboks.nl
