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
Ep1: The 7 Deadly Sins in Selling - #1 Calling at Non-Decision Making Levels
Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com
In the highly dynamic world of selling, there are two very desirable words - “Yes" and a quick “No".
The slow “no" robs salespeople of their most precious asset, time. The quick “no” allows salespeople to move onto opportunities they can win.
The most significant contributor to the slow “no" is calling at non-decision-making levels. Spending time talking to middle managers and influencers of prospective clients not only creates a slow “no” proposition but commits your level of contact in the account. Once established at the influencer level you are now at their mercy in terms of moving up to meet with the executive, where the real decisions are made.
In fact to get the meeting with the executive, you may need to climb over the influencer, putting your relationship and chances for success at risk. Always calling high first, can more than double your company's win percentage.
QUESTIONS:
- On new business opportunities, what would increasing your win ratio by 40-50%% do for your total revenues?
- How often do your salespeople meet with senior management within your customer’s organization? Could your sales force be calling higher on a consistent basis?
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Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com