If they do, they are probably getting you the results you are looking for. If not, you are loosing out on margins and profits, experiencing longer sales cycles, not getting repeat business, referrals or introductions – all the things that are needed in today’s competitive market.

Sales is the oldest profession in history, yet it is the least respected profession. Why, because sales people continue to follow traditional techniques, and do not follow a sales process. However, buyer’s have created a process to protect themselves from sales people, they follow it, and are therefore in control. To prove that point, think about who is qualifying who and who is rejecting who?

In most cases, buyer’s see more sales people in a day, than sales people see buyers. Buyer’s see the same techniques over and over again. Over time, sales people have educated buyers and they know exactly what the sales person is going to say or do next. If we keep doing what we have always done, we will keep getting the same results.

It may be time to consider the alternative, and follow a non traditional sales process that will put the sales profession in control, while the prospect or customer feels they are in control. A sales process that will build trust and long term relationships, shorten sales cycles, improve margins and profit, while giving sales professions better R.O.T.I.

The Bottom Line: Follow a proven sales results system or sales process to gain the edge and be in control of the sales process.

Want to know what R.O.T.I. stands for? Leave a comment for Bob…

Tags: self motivation tips, sales strategies, goal setting worksheet, employee motivation techniques