Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
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Top Two Sales Secrets Of A Top Sales Trainer
I’ve been cautious about writing on the subject of sales secrets. First, the term “sales secrets” sounds like tricks and I don’t deal in tricks. Second, if it’s a true sales secret, I should be the only one that knows about it.
I can’t say I’m the only one that knows about the following sales secrets but I’m one of the few with the guts to mention them. Allow me to explain…
Nick Moreno’s Top Sales Secrets
#1) Most Sales Reps Deserve To Fail
This is good news for those that are willing to do what it takes to succeed. If you are carving out time to improve your sales skills, you deserve to succeed. If you are investing in your career, you deserve to succeed. Most sales reps are not willing to do these things and that’s why, based on the 80/20 Rule, most sales reps are failing. My sales secret is that those unskilled reps deserve to fail while motivated professionals can take advantage of them through education.
Were you looking for a few quick and free sales tips when you were searching for sales secrets? If you were, I urge you to get serious about your career and get some solid sales training. The reps with the best skills will win most of the time.
#2) Many Reps That Think They Are Succeeding, Are Actually Failing
Too many reps strive to achieve a 25% close rate. Who needs a goal that calls for failing 75% of the time?
Too many sales reps strive to secure 10 appointments after completing 100 prospecting contacts. The goal for these reps is to fail only 90% of the time. These reps need some powerful sales prospecting training.
Sales managers need to raise the bar. Too many sales standards are well below what they should be and I don’t care about excuses like the economy, prices, territories etc… If you are not willing to improve, don’t think you are succeeding with a pitiful close rate of 25%… and how many reps are unable to achieve even that number.
I have one word of caution about raising the bar. You can’t raise the bar without doing something positive to improve those key performance indicators.
You could work harder but working harder at things that are not working well is crazy! Get serious and get the training.
Well, I got those sales secrets off my chest. I hope you’ll remember these sales secrets but more importantly, I hope you’ll do something about them. Only then will you close more sales.
To your sales success!
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