![\"sales\"](\"https://mercurylabsmarketing.com/wp-content/uploads/2016/08/sales.png\")
“Is your sales process be considered an asset or a liability when it comes to closing deals?
\n\n\n\nMost of the time, it\u2019s easier to see the blind spots of others than our own. In sales, ignorance is a disadvantage. In order to become effective in sales, you must learn to recognize the things you don\u2019t know in your sales process instead of focusing on your competitors and see the reality with an objective eye.
\n\n\n\nAccording to Apttus and Adobe 2014 Sales Survey, many organizations are unaware that their processes are lengthening sales cycles and bleeding top – line revenue.
\n\n\n\nWhen we say blind spots, we\u2019re not only talking about Sales Reps. I\u2018ve divided this article to highlight how we can help Sales Reps, as well as CEOs and Sales Managers in IT and Software Industry recognize the biggest and the most common blind spots they tend to neglect in their sales process.
\n\n\n\nHere are some of the biggest blind spots of CEOs and Sales Managers in IT and Software Industry.
\n\n\n\nIT and Software industry have their own language. If your sales reps are not familiar with some of the technical words used, then they\u2019ll have a hard time getting the message across your prospects. Lack of product knowledge makes agents lose confidence when calling. Even if they have the skills, they won\u2019t be able to handle objections well because they don\u2019t have enough knowledge and understanding of what he is offering.
\n\n\n\nRelated: Have you been Bitten by a Snake Oil Salesman?
\n\n\n\nGood job! But do you know about their plans next year? Have you met with them face to face? Does that mean they will continue to patronize your product or service? We all know that there are a lot of competitors that can also provide good and quality service and they might consider later on. Having a good relationship with your client isn\u2019t enough. You have to evolve and continue to provide better services that you used to. You can even offer them a referral promotions and make them refer you.
\n\n\n\nRelated: Nurturing Current Clients to Renew their Contracts: The Mercury Labs Way!
\n\n\n\nSure, money is a great way to motivate your reps to perform well. But money isn\u2019t everything. Many American corporation spends nearly $50 billion on incentives every year. There are other ways to incentivize your reps. Travel and merchandise awards can motivate them more and are remembered longer than cash incentives. Also, salespeople want to be recognized based on their performance.
\n\n\n\nRelated:\u00a0Mercury Labs Amazing Race: Enhancing Team TRUST & Effective Communication
\n\n\n\nOn the other hand, it\u2019s easy for Sales reps to see the problem with the script and list that they\u2019re calling. But they have a huge blind spot on how they deliver their calls and the process on how to do it.
\n\n\n\nHere are some of Sales reps\u2019 most significant blind spots when calling:
\n\n\n\nOver or Under-Selling
\n\n\n\nYou might think it\u2019ll do you good. However, over or under selling usually do harm than good. If a salesperson continues his sales pitch even after the prospect has expressed his interest may annoy your prospect and could change their mind. Under selling on the other hand simply shows lack of product knowledge or a lazy sales rep that\u2019s not doing his job well. A good salespeople knows how to identify when to close a sale and when the customer is ready to buy.
\n\n\n\nSolution\u2026
\n\n\n\nProvide your sales pitch to prospects but only highlight those important details.
\n\n\n\nRelated: Answering Quora: What are the Digital Downloads in Sales Outsourcing?
\n\n\n\nForgetting Warm Leads
\n\n\n\nYou\u2018ve encountered a prospect who\u2019s interested in your product or service but is not available to discuss about it when you called. The following day, you report to work flooded with return emails and phone calls and you’ve forgotten to follow up on that warm lead. Chances are you’ll lose that sale. Multitasking can make sales reps forget something because a lot is going on inside of their head.
\n\n\n\nSolution…
\n\n\n\nRelated: The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)
\n\n\n\nDuring a phone call, sales reps tend to neglect little tasks that might help them on their calls because they think it\u2019s not important. Leaving a job unfinished means leaving money on the table. You might think it\u2019s just a small task but it may be useful for you in the future. The most important part of a salesperson’s job when making a call is to maximize every call.
\n\n\n\nHere are some of the little but important task that sales reps tend to forget when making a call:
\n\n\n\nSolution\u2026
\n\n\n\nIt\u2019s hard to get hold of IT Managers, IT Directors, VPs and C level people because they are always busy. List down all the things that need to be accomplished on your call and practice doing it on every call.
\n\n\n\nRelated: SMART Calling: What\u2019s the Edge?
\n\n\n\nMaximize all possibilities to close a sale. Dropping the phone when prospect says they\u2019re not interested at the beginning of the call without them knowing your product is a lose opportunity. You need to get an answer on every call even if the prospect answers \u201cNo\u201d. Also, offer other products or services offered especially if they need something else but you also provide those services.
\n\n\n\nIn order to become effective in sales, you must learn to recognize the things you don\u2019t know in your sales process instead of focusing on your competitors.
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