Sales Hesitation equates to lost opportunities
In the contemporary sales sphere, hesitation equates to lost opportunities; it’s really that simple. A sales force that doesn’t use its time efficiently and understand when to be assertive is one that will hold your business back, drag on margins and cost you energy and money to bring up to speed. Sales hesitation – whether in prospecting, during the actual sales process, or even in general scenarios within the sales world – is a debilitating syndrome that can exist due to many factors. Make no mistake, sales is a tough industry, and it requires you to develop a confident and proactive character.
Some sales people suffer from the shame of sales; others merely lack confidence. Many sales people possess an innate fear of phone prospecting; some focus too much on being a friend, and building a rapport with clients, rather than actually identifying their needs and working with them to build a solution. Your state of mind, and how you perceive yourself in your role, as well as in your day-to-day life, will have a profound effect on your ability as a sales person. Healthy thought processes are crucial to building self-worth and self-belief, which in turn will influence how you portray yourself in sales. With the right training, and a strong, confident mindset, hesitation can be dealt with and your sales team shaped into a successful, creative and assured outfit. The material in this book aims to help you identify the signs of sales hesitation and stop it overwhelming your team – and help you understand that you are part of an enterprising, progressive industry that is changing the world for the better.
Remember: everybody lives by selling something.
We hope you enjoy this book