First, our list of common sales problems salespeople experience is about a mile long!
But, we’d like to help you and your sales team to solve sales problems—so, we’ve plucked out what we believe to be the five biggest sales problems and are offering solutions to solve them.
Let’s start problem solving!
The 5 Biggest Sales Problems Salespeople Experience
Whether you’re a sales manager or a salesperson, it’s likely you’ve experience one or all of the following thoughts:
- “I’m not prepared”
- “I’m never going to close this deal”
- “I don’t feel like selling today”
- “I’m exhausted”
- “I wish I was at the beach today”
Like visuals? Check out this head trash image:
Problem: Head trash getting in the way.
Solution: Develop a routine that squashes head trash. If you or a team member struggles with selling confidence, create goals that are actionable, achievable, and encouraging.
We also recommend adding a motivational component to your weekly sales team meeting.
The wrong focus
It’s easy for salespeople to focus on themselves rather than buyers. After all, it’s easiest to talk about ourselves, isn’t it?
The problem is that the “all about me” mentality just doesn’t fly in sales.
Rich Sutton, Chief Revenue Officer at Trusted Media Brands, Inc., shared an interesting statistic with me recently. He referred to a study that tracked interactions between salespeople and prospects. The study revealed that “if the client speaks more than 70% of the meeting, 100% of the deals that stem from that meeting will close.”
I’d say zip those lips and let the prospect speak!
Problem: The wrong focus—salespeople focusing on themselves instead of on the buyer.
Solution: Shift the focus to the client. How does your product or service benefit the client? How does your product or service solve your client’s unique problems?
Not asking the right questions
Having the wrong focus leads to a number of sales problems, including not asking the right questions to expose what concerns a buyer the most.
At the end of the day, if your product or service is not a good fit or will not serve your client properly, you’ve really done a disservice to everyone involved. So, avoid this by asking the right questions.
Here’s a great place to start:
- “What is your biggest problem and how can I help you solve it?”
Problem: Not asking the right questions.
Solution: Develop a list of questions to expose your clients’ unique problems. Here are the five typical areas buyers focus on.
Not having a consistent, powerful process for following up after a meeting
So, you landed the meeting and it went great. Now what? What’s the best way to follow up?
This is one of the easier sales problems for us to solve because we’ve created a specific, defined process for following up after a meeting!
Problem: Not having a consistent, powerful process for following up after a meeting.
Solution: Use the D.E.A.L philosophy!
Not learning from each other and not sharing best selling practices
If you’re active on our blog, you’ve likely noticed that we encourage collaboration. We believe in the power of the team and have discovered that sales teams that work together are more successful than those that don’t.
We also understand that getting salespeople to collaborate is like asking the Seattle Seahawks and the San Francisco 49ers to share their best plays with each other. Salespeople are resistant to share what’s working for fear that another team member will outperform them. It sounds silly when it’s phrased like that, doesn’t it?
Problem: Salespeople not learning from each other and not sharing best practices.
What are the biggest sales problems that you or your sales team experience? How have you worked to solve them?