Confessions of a Sales Pro with Ian Selbie
Why is it the same repetitive mistakes continue to rob salespeople of more commission cheques? Ian Selbie achieved the accolade of top salesperson in the world at Apple and in this Podcast he will discuss how he overcame the problems encountered during his sales career and gives the benefit of his wisdom to everyone listening who work in the world of sales, helping you reach new levels of sales success. Less sins, more wins.
For more information contact Ian Selbie via email: ian@ianselbie.com or go to www.SalesMentorU.com for more information.
Confessions of a Sales Pro with Ian Selbie
Ep2: The 7 Deadly Sins in Selling - #2 It’s All About Qualifying, Not Closing
Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com
When meeting company presidents for the first time we often hear, "our salespeople struggle with closing; can you help us?"
After helping well over 17,000 salespeople from around the world we have found that it has never been a closing problem, but always failure to diligently qualify opportunities that causes the loss of the deal.
One of the most overlooked elements is failing to understand the prospective client's business pain. Not just what they need, but why they need it - the cause not the effect. Most salespeople who are so focused on trying to "close the deal”, find the harder they push, the further away the deal gets.
20% of the salespeople in the world are making 80% of the commissions available. The other eighty percent are fighting over the crumbs. These top guns are where they are, not because of closing skills, but because they know how to qualify their opportunities and invest their time appropriately.
QUESTIONS:
- What percentage of new opportunities pursued last year did your sales force lose?
- How many of these should have been abandoned earlier in the process because they didn't qualify?
- How many would you have won if your sales organization were diligently qualifying?
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Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com