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Acuity Systems, Inc. | Dallas, TX
 

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Brisa Castillo

Sure you can focus on hiring the best of the best, setting up great processes, and even giving people top-notch training, but all this will fail without a strong sales leader.

I recently had a conversation with a recruiting manager at a small company. His CEO had asked him to look into an assessment tool to help him better hire sales candidates since they tend to hire and fire a lot of their salespeople in a short amount of time.

If your salespeople follow the traditional sales system, we know that they should do the following: 1. Find someone with interest about your product or service. 2. Perform a needs analysis 3. Present 4. Close Just four simple steps…seems easy enough, right? Now, this traditional sales system has been around for a long, long time, and it has made people a lot of money since it is SO straight-forward, but the problem with this system is most of us are not a one-call close, and there’s actually two additional steps to this system...

Chances are you've set-up a follow-up call with a prospect, but when it's time to actually have that conversation, you are unable to reach them.

Determining whether that follow-up call is real is called post-selling.

Look at the deals that you've been working on for the past 9-10 months, and look at the deals that you've been working on for the past 2-3 months. What does this mean?

There’s always a reason as to why your prospects ask their questions. You must first answer the real question, and then find out the reason as to why they’re asking.

We get a lot of calls from people who want to improve their presentation skills in order to be able to close more business. When asked how much time, effort, and money is currently spent on presentations, the answers vary tremendously

“Call me after the holidays”, “We won’t look at this until after the beginning of the year”, “we don’t know if we’ll have a budget for that next year”, etc. Chances are these are some of the phrases your salespeople may be getting around this time of year.

We’ve talked about your personal brand on LinkedIn, but what about your personal brand overall?