Comments on: How to Fix a Sales Plateau Issue

By: David Tinney

David Tinney — Fri, 25 Sep 2009 12:00:39 +0000

Every encounter with a prospect should be treated unique. I’ve missed some easy sales because I was autopilot, ‘this one is just like the last 3′. Never stop asking those open ended, engaging questions.

I especially like, ‘make them feel the pain a bit more’.

Great post, GL, as usual.

David Tinney
Marketing Made Easy for the Small Guy

By: Glenn

Glenn — Thu, 24 Sep 2009 01:28:22 +0000

I like the part about how the salesperson became a success, especially its begining. Step #1 said he “worked hard.”

Is “hard work” universal? Does each boss define it the same?
What about each era of employment?

Moreover, why is it that some people who seem natural in their talent, be it sales or music are sometimes referred to as appearing “effortless”?

By: Peggy McKee

Peggy McKee — Wed, 23 Sep 2009 17:08:57 +0000

Good post. You can’t be successful in sales if you’re on autopilot. One way to keep yourself in the game is to keep up with your reading. I have some great book suggestions to offer for sales reps: http://www.phcconsulting.com/WordPress/2009/05/15/top-10-books-for-medical-and-health-care-sales-reps/

By: Tweets that mention What Would Dad Say » How to Fix a Sales Plateau Issue -- Topsy.com

Wed, 23 Sep 2009 14:47:53 +0000

[...] This post was mentioned on Twitter by Jason Monastra. Jason Monastra said: What Would Dad Say: How to Fix a Sales Plateau Issue: We all face it. The top sales rep is having a tough month… http://bit.ly/Jei5I [...]

By: Jacqui Barrett-Poindexter

Jacqui Barrett-Poindexter — Wed, 23 Sep 2009 14:36:35 +0000

Hi GL,
This is good advice! Drawing conclusions based on what’s worked before versus drilling deeper into the prospect’s pain can backfire (in this case, financially, for the top sales rep/company).

Likewise, as a small biz owner, if I diagnose one job seeker’s situation based on prior job seeker’s scenario without deeper questioning, I will be doing the job seeker a disservice, and the results will mean an under-performing, lackluster resume and communications toolkit.

Further, if a job seeker assumes, when networking his resume into 2 similar (but distinct) companies, that both companies’ problems are the same, then he won’t resonate in his message with either company. Resonating and making that deeper connection is what compels them to call the job seeker for an interview.

It’s going that extra mile to be introspective and consultative in our business relationships that fuels enduring success.

Jacqui Barrett-Poindexter
http://www.careertrend.net