Why Do Salespeople Fail?

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"Failure is not fatal, but failure to change might be" John Wooden


I've been accused of oversimplifying sales. I'm Guilty. Although we may have been schooled in Miller Heiman, Consultative Selling Techniques and numerous Fortune 500 sales programs what we know, or don't know, isn't the main issue. The primary reasons that sales people fail to realize their potential, and make more money, fall into 3 simple areas. (If you recognize the borrowed acronyms you get a gold star.)

F T A ............ Failure to Adapt

Whether it be a failure to adapt to economic conditions, customer demands, competition or any number of other pressures (both internal and external) Failure to Adapt is the main cause of salesperson failure.

L R E ..............Lacks Required Effort

Persistence. Plain Old Dogged Persistence. Driving through the tough times and keeping a positive, solution seeking, mindset when lesser mortals have quit, taken off early or decided against making that one more call. The never give up attitude that separates the pretenders from the contenders is critical. Winners Never Quit and Quitters Never Win.

P S ..................Prospecting Sucks

The difference between order takers and professionals is prospecting.
If you think prospecting sucks - you will fail. Enjoy reaching out and making new connections on a daily basis and the rest will take care of itself. A little Prospecting every day is the difference between those smiling souls with a full pipeline who get to determine their own destiny and those who become reliant on the efforts of others.
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