Take Responsibility for Sales
When sales organizations are not achieving their targets, they often point their fingers at individual sales people. The three most common criticisms these organizations default to are;
1.) Our people don’t prospect enough; not enough cold calls.
2.) They don’t know how to handle objections.
3.) They don’t know how to close.
Of course they do need to do more prospecting, learn to handle objections and increase the number of ‘asks’ to increase their sales.
The two most common solutions these organizations pursue to achieve these objectives are;
1.) More training for the sales people
2.) New sales compensation plans
Seldom do these failing organizations take responsibility and take a close look at themselves.
In addition to the two basic solutions prescribed here, the most successful organizations we see, ask themselves these important questions;
1.) What are we doing to warm up those cold calls for our account executives?
2.) What can our organization do to prevent objections rather than asking our sales people to ‘handle’ them?
3.) What can we do to reduce the need to exert closing pressure and encourage our prospects to enthusiastically buy?
Our SoundADvice is helping stations answer all three questions;
1.) SoundADvice creates trust and credibility for account executives with new prospects every week warming up those cold calls.
2.) SoundADvice educates advertisers on how to get a higher return on their advertising investment, minimizing objections.
3.) SoundADvice invites advertisers who are ready to buy, to make an
appointment with your account executives FIRST.
Are you ready to take responsibility for your organization’s sales?
Click here to arrange a free online demo to discover what SoundADvice can do for your organization.