3. Do You have any of the following SALES CHALLENGES?
CONVENTIONAL SALES STAFF (expensive overhead if not performing)
We have seen over time that some sales forces may suffer from one or more of the following
traits: (they can all be addressed, and in many cases turned around)
1. LATENESS
2. NEEDINESS
3. SCRUFFY IMAGE
4. UNPREPAREDNESS
5. ARROGANCE
6. CHEAP MENTALITY
7. LOW SELF-ESTEEM
8. WEAK PRODUCT KNOWLEDGE
9. GENERALLY UNPROFFESSIONAL
These above traits soon become apparent when there’s:
A lack of new business, lack of repeat business, lost deals, low GP (Gross Profit) on deals, you’re
permanently recruiting for staff that can “really sell”, you’re sick of losing market share and missed
opportunities. Your products/services have been comoditised thus the client has new-found
knowledge. Sales are inconsistent, orders are being cancelled, your company has been omitted
from tender, you have a small/no pipeline, or the pipeline is not being farmed.
Plenty of “VERBAL” orders and promises, lots of stories yet nothing in writing.
Non-compliance on paperwork, documentation not signed properly, deals missing vital
information thus needs to be completely re-signed, missing/no deposits, client expects what
system cannot deliver, every deal is a mess, deals that have missing components that eat into your
GP, have trust issues with company IP being in possession of sales force.
Basically, you are paying for something that you’re not getting!
More
sales,
more
success
Cam Era Surveillance (Pty) Ltd - no duplication permitted. 084 886 0000 – bill.s@cam-era.co.za www.cam-era.co.za
4. In-house sales forces often have these fundamental issues?
They forgot basics long ago, believe that they are irreplaceable, have no set goals that they have
bought into, sell the deal back to themselves, have vague goals (not S.M.A.R.T), arrogant, poor
eye contact, complacency set in years ago, poor dress sense, no tenacity, poor overall
image/hygiene, not opening sale, talk about themselves all the time, not closing sale due to not
knowing where they are in the sales cycle, talk too much, not asking “OSQ’s” (open ended
situation questions), tell inappropriate jokes/stories, not listening for buying signals, tals over
buying signals, only in it for money, no compassion/ low passion, lack of focus.
No concept of client service, living in F.E.A.R (false evidence appearing real) of rejection,
do not think out of the box, not asking searching questions, no perseverance,
not seeing red lights (stop talking now), work required to achieve consistent results is
inconsistent with effort/just plain lazy, not seeing yellow lights (pause, breathe, relax) scared of
cold calling over phone/not good on phone, not seeing green lights (go for the deal now) not
looking for new opportunities – new verticals – new concepts, not enough confidence to shut
up, show off huge narcissistic tendencies, external life pressures affecting attitude.
Poor communication skills, motivation too low, poor charisma, product knowledge insufficient,
weak character, inappropriate deadlines (tyranny of the URGENT), low courage, too selfish,
habits not in keeping with goal, lack initiative to solve problems for client, no subconscious
rapport (SCR – definitive secret of selling), did not offer RENTAL, wrong image approach, did not
offer alternative close, too late for meeting, did not try trial close, missed client’s quote
deadline, positive attitude is lacking, rushed presentation, does not live life with positive
expectancy, poor preparation, does not practice before each deal, pushed too hard, do not set
goals for each and every appointment, come across as desperate, closing presentation pitched
later than 72 hours.
Cam Era Surveillance (Pty) Ltd - no duplication permitted. 084 886 0000 – bill.s@cam-era.co.za www.cam-era.co.za
5. SALES CHALLENGES (continued)
In-house sales forces often have these fundamental issues TOO?
They do not build relationships with the people who are buying, they over promise but under
deliver, they forget the name of the person who is buying, mispronounce names, they specify
the wrong solution, they have weak problem solving ability, lie about lost sales and do not
understand the servant-hood concept or ever use it?
They don’t know feature advantage benefit methodology (FAB), insecurities about themselves
become obvious during presentation, no planning of hour/day/ week/month/road route, they
have poor teach-ability – “my way or highway”, and do not use visual aids.
They do not have vision, drive nor any compelling reason to stay in company. They do not have
order forms/stationery on hand to ensure they nail deal NOW (OTDB), they portray a mundane
sales process, no business cards/out of date/tacky, they are not using positive affirmations, they
are not credible in front of M.A.N (money authority need) their core values and vision are in
conflict with the company’s vision (example: a vegetarian who sells bulk meat).
Poor posture or body language, lack leadership skills,
do not comprehend client’s business, do not uncover needs, not giving client what they want, do
not explain return on investment (ROI), handle stalls, objections, rehearse close procedure. They
are scared to close the sale as they do not know what to do next should the client say YES. Their
conduct is unprofessional, they display little or no IMAGINATION, are too sympathetic with lack
of budget excuse, give away too much profit by discounting, discount too easily, lack negotiation
skills, cannot make a decision once in the close and a negotiation stalemate exists. They also lack
humor and enthusiasm, they do not submit weekly activity report statistics (WARS), don not
working full day/week. They often lie about pipeline/orders won or lost, blunder into sales
presentations, have a vague profile of the ideal client.
Finally, they also do not network or prospect actively, and believe they are too important to cold
call!
______________________________________________________________________________
Cam Era Surveillance (Pty) Ltd - no duplication permitted. 084 886 0000 – bill.s@cam-era.co.za www.cam-era.co.za
Motivational workshops and mentoring in the field, are part of the offering.
6. CONCLUSION
______________________________________________________________________________
We believe that these are the main elements that ruin many businesses and sales careers.
UNIQUE BUSINESS VALUE PROPOSITION:
“Tell me, show me, let me, correct me” (Paul J. Meyer, Success Motivation International).
Forget classroom scenarios and fake role plays! WE GET REAL
What makes our approach unique, is the quality time we spend together during our 1 on 1
IMPROMPTU field visits.
We evaluate, mentor, train, coach, give them a professional salesmanship rating score and
life skills homework (copied to you).
This will rapidly improve their selling skills, which will be evident from their RESULTS.
How many of these traits are embedded within your sales force and business?
How many traits are you unaware of? They are costing you time and money?
The age of outsourcing is now, we train these traits out of your existing sales force, providing
executive coaching and mentoring to the sales team and management, on a month by month
basis.
Their successes will grow your business. We offer to be there to develop your business.
Thank you for the opportunity, when now would be a good time to meet?
Bill Sandham
Cam Era Surveillance (Pty) Ltd - no duplication permitted. 084 886 0000 – bill.s@cam-era.co.za www.cam-era.co.za
