Reasons People Fail at Sales – Call Center Training
Unfortunately, many people do not make it in the field of sales. The first reason is that it can be difficult to handle rejection. The second reason, is because they have not found a product that they can believe in. It is important when choosing a product to sell, to have the up-most belief in the product itself.
How do you find a product that you can believe in? Well, some people might say that it is not important to believe in the product you are selling, as long as the pay is good long as the salary is high. But some would disagree. I named this article
The Two Reasons People Fail in Sales Jobs
The main negative I have found in having massive product knowledge, and being overly passionate about a product: This salesperson can have a tendency to over-talk. Filled with so much enthusiasm, excitement, and knowledge, that leads to verbal vomiting. This knowledge and excitement may overwhelm a potential client and bombarding them with intricate, unneeded details about products or services is just No Bueno.
Lastly, this type of salesperson tends focuses too much on features / benefits which is something that we learn in the kindergarten of sales. One must always focus on benefits / features in any sale… Period.
“The numbers will connect, and success comes to the organization with the most team members that are passionate about their products.”
Now on the flip side….
Take this from a person who has sold many products, and inside many industries. Without belief in a product, I was not able to perform at the highest levels of my potential.
This is true for 100% of everyone in, and on your sales team. It is extremely important for you to instill a belief in your product and for you to believe yourself, as a sales manager/salesperson.
Find something that you are passionate about, and that you can get passionate about, and then find a product related to this passion. If you do not have a specific passion in mind while reading this article, and you are thinking about entering the exciting field of sales, then I would highly recommend you have a conversation with the man/woman in the mirror. Stop reading this article and go talk to him/her.
Finding an occupation where you can get excited and enthusiastic is a part of the modern human nature. Maybe find the willingness to do something without receiving pay. 100% free. What are some of the things that you love to do? This might be a good start to how you are going to find your passion.
When starting a training course, I sometimes ask the salespeople how many of them actually use the product they are selling. If they cannot say, “yes!” this may be an indication on enthusiasm lacking in that sales team. This is something to consider during the hiring process, the training process, and the firing process.
-Claude Massey, Sales Development Israel
