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Common Problems Salespeople Face

While various industries and professional groups have their own characteristic "pains", there are some pains that are common to most anyone who operates in the sales arena.

They are not in front of enough new prospects on a regular basis to keep the pipeline filled.
Indicators: Roller coaster sales pattern. Less overall business, lost revenue, reduced profits, etc.
 
They waste time chasing unqualified prospects, a.k.a., suspects.
Indicators: Lost time, wasted resources, fewer sales, reduced profits, etc. Salespeople become de motivated. They complain that the company needs to do more marketing and advertising.
 
They waste countless hours creating detailed proposals for people who have neither the intention nor the ability to do business with them. (These are usually people who have already decided to give the business to someone else, yet they still want to see how much free information they can get from you!)
Indicators: Wasted time and resources. Lost time that could have been devoted to prospecting. Support people in the sales department are busy, but there are no sales to show for it. Your proposal ends up in the hands of the competition.
 
They give their "million dollar" presentation, which they spent hours putting together, and after the prospect tells them that it was the best presentation they ever saw, they still get a "maybe" or some other form of "think-it-over".
Indicators: More time wasted chasing a prospect without knowing what is supposed to happen next. Salesperson becomes discouraged playing "I wish, I hope" - I wish these people would make their decision soon; I hope they decide to go with us.
 
The selling cycle has grown too long. (It's taking longer and longer to close a sale.)
Indicators: Fewer sales are made in any given time period. Salespeople waste their time and the company's resources in multiple sales calls. Salespeople don't feel the need to prospect as long as they are working on "live" deals.
 
The marketplace is very competitive and they, all too often, have to resort to cutting price to close a sale.
Indicators: Reduced profits, reduced commission. A precedent is set for future sales. Any referrals that do result from the account will also expect a discount.
 
They have invested a lot of money in marketing, but very few of the leads generated turn into closed sales.
Indicators: Wasted money, wasted time chasing dead leads. Additional literature wasted on interested prospects, most of whom are only interested in collecting literature!
 
Salespeople "turn over" all too quickly and too frequently.
Indicators: Time, energy, and resources are wasted on someone who is no longer there. Customer confusion of "who do I talk to this week?". Reflects poorly on the company.
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Email: info@btselling.com