Our list of common sales problems salespeople experience is about a mile long.
As sales leaders, we're often faced with challenges or obstacles. It's our job to see the opportunities in those challenges and lead our team to do so, too.
We’d like to help you and your sales team identify and solve common sales problems—so, we’ve plucked out what we believe to be the five most common sales problems salespeople experience and offer some tips on how to solve them.
How to Sell Anything to Anyone
A Problem-Solving Guide for Sales Managers, Sales Leaders, and Salespeople Download Now
The 5 Most Common Sales Problems Salespeople Experience
1. Head trash
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.”
Sales Problem: Head trash getting in the way of your success.
Solution: Develop a mini-ritual that helps you rid yourself of head trash. The first step to doing so is to acknowledge the head trash, not ignore it! Write it down, look at it, then – let it go. Realize that you are not your 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.
Solving Sales Problems: Head Trash
How to Crush the #1 Problem for Salespeople & Sales Managers [and all other humans]. Download Now
2. The wrong focus
It’s easy for salespeople to focus on themselves rather than their buyer. After all, it’s easiest to talk about ourselves, isn’t it?
The problem is that the “all about me” mentality just doesn’t work. It creates a huge disconnect between buyer and seller.
As a seller, it also takes you away from being able to identify the buyer's true concerns, address their needs, and find an opportunity to collaborate.
Sales Problem: Salespeople focusing on themselves and pitching instead of the buyer's true concerns.
Solution: Shift the focus onto the buyer. How can your product or service benefit them? Does it address their pain points? How does your product or service solve your client’s unique problems?
Driving Consultative Selling with Problem Solving & Storytelling Download Now
3. 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 prospect properly, you’ve really done a disservice to everyone involved. So, avoid this by asking better questions.
Here’s a great place to start:
- “What is your biggest problem and how can I help you solve it?”
Sales Problem: Not asking the right questions.
Solution: Develop a list of questions to expose your clients’ unique problems. Here are the five common areas buyers focus on.
Assessing the State of Your Business: Start with Sales Download Now
4. Not having a consistent, powerful process for following up after a meeting
So, you landed the meeting and it went great. Now what? What is 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.
Sales Problem: Not having a consistent, powerful process for following up after a meeting.
Solution: Use the D.E.A.L email template.
Discovering High Performance with DEAL
A Simple Sales Tool that produces Positive Results Download Now
5. 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?
Sales Problem: Salespeople not learning from each other and not sharing best practices.
Solution: Adopt and use a Sales PlayBook—it’s the best way to encourage positive and helpful collaboration and get your selling best practices in one place.
What are the biggest sales problems that you or your sales team experience? How have you worked to solve them?
The Ultimate Guide to Creating & Managing a Sales PlayBook Download Now