One of the hardest habits to break for a salesperson is...

*Getting out of pitch/solution mode*

It's almost like unlearning to speak or walk for so many salespeople.

It's just so ingrained.

I see it pretty much every time I train someone.

And it's mainly due to obsessive product training...and very little else.

Along with a misconception of what sales is.

I hear prospects literally switch off during meetings/calls - it's absolutely killing salespeople.

So how best to overcome?

- Training & Coaching

- Listening back and analysing sales calls

- Developing self awareness / EQ

- Situational awareness - can you read the room / person you're speaking with? Do you know when you're losing them & why?

- Forgetting about yourself / your solution & making the entire conversation about your prospect, their world, their problems.

- Practice Practice Practice - Role Plays

- Put a big sign on your desk -

"DITCH THE PITCH"

It's tough.

But losing an old habit is the most difficult part.

Forming a new one in its place (i.e. leading with clients problems) is easier.

When you drop an old habit it leaves a gap - you just need to make sure you fill it with the right stuff.

*Challenge today for anyone reading this - cold call me between 4-5pm. And I'll tell you EXACTLY what you need to work on.

No. Is 07900 263640.