November 9

Are you leaving Cash on the Table?

Have you ever been a Sales Rep?

Sales Representatives We often join a company in the role of a Sales Person or Sales Representative. In most cases, it is on a self-employed basis. We see an advert; we apply by phone or in writing. We get basic training on the products/services, either online platform or an offline at the business premises. We are equipped with the necessary props and paperwork and sent to either generate our leads or agree to go on company generated leads.

What challenges were you faced with?

The challenge, in most cases, is that we work the bases of a trial and error and number-crunching exercise in most cases going back and forth to each potential client to create a sale. The general excuses we get for this kind of delay is things like; we are busy this week call back next week, the boss is away, can you send info in the post or email to us. This process gets tedious and very tiring.

When do eventually get appointments booked but don’t get very far with the sales presentation, it is usually one of the following reasons:

a) a no show – Nobody turned up.

b a blow-out – they cancel at last minute

c) one legger – Only one part of a decision-maker present.

What is it costing us and the company?

When we eventually got to see the right decision-makers and complete the presentation but don’t close the deal, we get objections on pricing, lack of information, not warming the client well to have the ‘know, like and trust’ factor. These are some of the factors that lead to so much cash left on the table.

This costs companies time, money a big staff turnaround as the Sales Representatives end of blaming their lack of sales to company’s training, bad leads etc. and leave to frustration and lacking in self-confidence that they are no good at selling and end up quitting.

How can I solve this?

I too, have gone through these motions both from the position of a Sales Representative and a Company Director. I decided to look at what I did differently to achieve sales and what helped me structure the process better. I put a list of things that worked well. It boiled down to the following

1 – A practical comfortable to follow sales step process

2 – To qualify the leads and potential clients better by asking questions to find their needs and wants

3 – To present pricing in a way that the clients see value to investment and to justify their spend.

4 – to handle objections in a caring and understanding way.

By following each step of the process in order and assessing the responses appropriately, it made the process to write more sales easier, putting the fun back in selling without selling.

In my courses, I show you how to follow these principles effectively to achieve great success and never worry about leaving cash on the table again

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