Do you or your sales people often take the knocks to heart?
Maybe your team lack that ongoing motivation to keep on going and working through the numbers and not taking each sales opportunity as a seperate event?
Well, here is a useful acronym that you and your sales people can use. Use it everytime you cannot get through to that decision maker, everytime someone says no or just if you feel a little down.
SWSWSWSW
"What's that?!"
I hear ya!
Here's what it stands for:
SOME WILL
SOME WON'T
SO WHAT
SOMEONE'S WAITING
Let me take you through this:
SOME WILL
Some people will want to buy your product or service. The match between their wants and what you can offer will be a perfect match and a sale will be made.
SOME WON'T
Some people will just not buy your product. Whether that is down to your approach, your product or service, timing, money, ozone layer..
SO WHAT
Appreciate that some people will and some will not! Analyse when a sale is made and see what went well. When a sale is not made do exactly the same approach and learn from the experience.
SOMEONE'S WAITING
Someone out there is waiting for your product or service.
If you are selling phones, it's the next person through the door. If you are selling cars it's the next person in your showroom, if you are selling recruitment services it's your next sales presentation - the bottom line is that there will ALWAYS be someone waiting for you to sell to them.
It's your job to take each opportunity as a seperate entity and to start again.
Remember SWSWSWSW and it will focus your mind onto the next potential sale.
Sean McPheat is the Managing Director of MTD Sales Training, a leading UK sales training and consulting company. Sean is regarded as one of the leading authorities in sales training and has been featured on CNN, ITV, BBC and Arena magazine to name but a few. Please feel free to download 20 FREE Audio Sales Seminars at [site]www.mtdsalestraining.comfreecourse.htm For further details on MTD's range of sales training courses and programmes visit [site]www.mtdsalestraining.com
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