The pressing question in sales is most often, "How can we get more sales?"
That makes sense because "Nothing happens in business until something gets sold." (Thomas Watson, Founder, IBM.)
We spend millions of dollars training salespeople to sell.
Yet, we continue to see about half of salespeople failing to meet their quota.
It's maddening, isn't it?
How do you explain the fact that all the workshops, all the books, all the product knowledge training, and all the sales meetings aren't making a dent in increasing sales?
Sure, there are exceptions but that just proves the point.
What are we missing?
What' we're missing is that to know how to change sales results, we have to know how to change the sales behavior creating the results we're getting.
We can tell salespeople to sell on value, not price. To ask for referrals. To listen and ask effective questions far more than they talk. To approach a senior level buyer with confidence, as a peer, not a subordinate or a vendor.
We can tell them they can't fill their pipeline unless they prospect consistently. We can give educate them on how to respond to objections on the phone while prospecting or in person during a conversation with a buyer.
Yes, we can tell them all that, and we do!
And you know what happens after all that "training"?
Sales remain about the same.
Now we're back to "What are we missing?"
The answer is to know how to change sales results, we have to know how to change the behavior creating the results we're getting.
I'm an expert in changing human behavior and in changing sales behavior.
Want to talk?
Let's start a conversation.
Give me your biggest challenge in getting yourself or your salespeople to execute the sales behaviors that lead to more sales.
Call me at 678-778-9012, or send me a text, or shoot me an email at alan@alanallard.com.
More sales require changed behaviors.
We can do that together.
P.S. Be sure to sign up for my newsletter that will give you insight and tips into changing human behavior, sales behavior. That's where all the magic happens.
