{"id":2721,"date":"2020-08-06T09:44:09","date_gmt":"2020-08-06T14:44:09","guid":{"rendered":"https:\/\/www.manufacturedhomepronews.com\/wordsofwisdom\/?p=2721"},"modified":"2020-08-06T09:50:20","modified_gmt":"2020-08-06T14:50:20","slug":"are-your-sales-results-not-living-up-to-your-expectations-there-are-five-basic-reasons","status":"publish","type":"post","link":"https:\/\/www.manufacturedhomepronews.com\/wordsofwisdom\/are-your-sales-results-not-living-up-to-your-expectations-there-are-five-basic-reasons\/","title":{"rendered":"Are your sales results not living up to your expectations? There are five basic reasons . . ."},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"2721\" class=\"elementor elementor-2721\">\n\t\t\t\t\t\t<div class=\"elementor-inner\">\n\t\t\t\t<div class=\"elementor-section-wrap\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3c3ad828 elementor-section-height-min-height elementor-section-boxed elementor-section-height-default elementor-section-items-middle\" data-id=\"3c3ad828\" data-element_type=\"section\" 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class=\"elementor-column-wrap\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-69e0f32b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"69e0f32b\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t\t\t<div class=\"elementor-row\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7e292e99\" data-id=\"7e292e99\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4699c4c2 elementor-align-center elementor-widget elementor-widget-post-info\" data-id=\"4699c4c2\" data-element_type=\"widget\" data-widget_type=\"post-info.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<ul class=\"elementor-inline-items elementor-icon-list-items elementor-post-info\">\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-repeater-item-4e93aca elementor-inline-item\" itemprop=\"author\">\n\t\t\t\t\t\t<a href=\"https:\/\/www.manufacturedhomepronews.com\/wordsofwisdom\/author\/soheyla\/\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<i class=\"fa fa-user-circle-o\" aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text elementor-post-info__item elementor-post-info__item--type-author\">\n\t\t\t\t\t\t\t\t\t\tTim Connor\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t<\/li>\n\t\t\t\t<li class=\"elementor-icon-list-item elementor-repeater-item-6bd1949 elementor-inline-item\" itemprop=\"datePublished\">\n\t\t\t\t\t\t<a href=\"https:\/\/www.manufacturedhomepronews.com\/wordsofwisdom\/2020\/08\/06\/\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<i class=\"fa fa-calendar\" aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text elementor-post-info__item elementor-post-info__item--type-date\">\n\t\t\t\t\t\t\t\t\t\tAugust 6, 2020\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t<\/li>\n\t\t\t\t<\/ul>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6a7e0ca elementor-widget elementor-widget-text-editor\" data-id=\"6a7e0ca\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-text-editor elementor-clearfix\">\n\t\t\t\t<p>There are many reasons why sales effort, a lot of time, allocation of many resources, planning and so much more can still lead to slow and even poor sales results.\u00a0 Having been observing and teaching sales strategies and practices around the world for over thirty-five years and witnessing numerous stupid as well as genius tactics used by individuals and organizations I believe there are five basic reasons why sales decline or are in a slump regardless of the economy, industry, consumer desires, and competitive philosophies, etc.<\/p><p>Many sales trainers and sales experts might suggest that it\u2019s just poor execution of Sales 101 \u2013 prospecting skills, poor presentation skills or the inability to effectively disarm objections and close sales.\u00a0 Although all of these traditional sales methodologies are important, I believe that even if you have all of these and lack the following five you will never achieve sustained increased sales results and income. I\u2019ll keep this simple.<\/p><p>Here are the five reasons \u2013<\/p><p>-A lack of consistent execution of a proven process.<\/p><p>-Reliance on a single marketing approach.<\/p><p>-Poor product\/service messaging.<\/p><p>-Over or underuse of specific communication techniques.<\/p><p>-A lack of execution integrity.<\/p><p>If you would like to read the entire article \u2013 visit my blog\u00a0<\/p><p><strong>-A lack of consistent execution of a proven process<\/strong>.<\/p><p>To achieve sustained and lasting success a process is required.\u00a0 It doesn\u2019t matter if it\u2019s cooking in the kitchen, operating in the hospital or building on a construction site.\u00a0 Wherever you see success I will guarantee there is a process that is consistently being followed to ensure positive results.<\/p><p>The sales process is no different.\u00a0 If one minute you are selling this way and the next minute you are selling differently &#8211; I will guarantee you will get inconsistent results.\u00a0 Let me give you a quick example.<\/p><p>Let\u2019s say you have a prospect who needs and wants your product or service and you have been trained to sell it a certain way.\u00a0 But you have decided because this person seems more available or affinitive to you &#8211; you decide to adjust your approach and get a bit more friendly than normal, open or whatever \u2013 as a result, you create a different sales environment that deviates from your standard approach \u2013 one you are unfamiliar with and one the prospect may feel is a bit forward.\u00a0 You have abandoned your process.\u00a0 Now, don\u2019t get me wrong, I\u2019m not saying you shouldn\u2019t tailor your sales message to the style or interests of each prospect, what I\u2019m saying is if and when you abandoned proven sales techniques, strategies, and approaches for something new or different you will get less than historical proven positive outcomes.<\/p><p>I\u2019m not implying that any or all processes are successful or the best approach or that any process should not be open to change, improvement and updating. \u00a0And, I don\u2019t want my heart surgeon sticking with the process when it\u2019s his or her instincts to adjust or adapt but I do want them to stick with protocols when situations or circumstances warrant it.<\/p><p>If you don\u2019t have and stick with a proven sales process, I will guarantee you live with a great deal of frustration, uncertainty, unknowns, disappointment and even regret from time to time.<\/p><p><strong>-Reliance on a single marketing approach<\/strong>.<\/p><p>Yes, you need a website if you want to succeed and compete.\u00a0 Yes, you need to do Public Relations from time to time.\u00a0 Yes, advertising can help your sales efforts. Yes, emails are necessary occasionally and yes, you also need to pick up the phone once in a while.\u00a0 Get it \u2013 You need a successful blending process when it comes to marketing and its support and endorsement of your sales efforts.<\/p><p>When sales efforts rely on a single marketing approach, they will achieve fewer positive responses.\u00a0 When sales activity is not foreshadowed with some market exposure or not supported by follow-up activity you are relying only on the efforts of the sales effort.\u00a0 To get better and more consistent positive results from any sales actions it is a wise move to have both pre and post-sales activity that reinforces the basic fundamental sales message and customer benefits.\u00a0 Think about it \u2013 if salesperson A shows up for an appointment to sell \u2013 whatever \u2013 and the prospect has never heard of his or her organization or product or service \u2013 they have got a lot of work to do.\u00a0 When salesperson B shows up for their appointment and the prospect viewed one billboard, heard one radio ad and read one ad on a website they were searching prior to the sales meeting \u2013 which of the two appointments do you think will tend to have a better chance of success?<\/p><p><strong>-Poor product\/service messaging.<\/strong><\/p><p>Have you ever watched a product or service commercial and when it was finished you were shaking your head thinking \u2013 \u201cwhat was that all about?\u201d\u00a0 Well, I have \u2013 and almost every day.\u00a0 I\u2019m not sure how some of these stupid ads make it past management but someone needs to wake them up &#8211; they are stupid and don\u2019t do the product or service justice. No, I\u2019m not going to site specific examples as I\u2019m sure you have seen, read or heard your share of them.\u00a0 I just want to point out that if your messaging is confusing, contradictory or can be perceived or interpreted as negative or derogatory in any way it will not contribute to your sales success in any way.<\/p><p><strong>-Over or underuse of specific communication techniques.<\/strong><\/p><p>Technology wants us to believe that the only way to sell to people today is with social media, emails or the latest Techno Whiz.\u00a0 Yes, these are important and can often be an integral part of lifestyle today but let me assure you \u201cword of mouth\u201d has not lost its impact on the buying public or process.\u00a0 When the average customer has a negative product or service experience, research tells us &#8211; they will, on average, tell 9 people.\u00a0 And, those 9 people on average will tell five people and this process just continues on and on \u2013 so let me ask you how many people over time do you think will get that negative message and how much money do you need to spend on promotion and advertising to counteract this negative exposure?<\/p><p>Just ask any organization that has lost customers, market share, and even gone belly-up due to negative press and I\u2019m not talking about \u201cfake news\u201d and in hindsight, they will admit they failed to anticipate the negative consequences due to this negative experience.<\/p><p>If you think you are going to hit a home run every time with a campaign of a new product or service relying only on your investment in technology exposure &#8211; you are living in \u201cfantasy Land\u201d. I can hear some of you now, \u201cNO, Tim you are living in \u201cDenial-Land\u201d and just don\u2019t get it \u2013 how people are buying today.\u201d\u00a0 OK, you are not listening \u2013 I didn\u2019t say you didn\u2019t need to use these media sources to improve sales, I said you need to not rely ONLY on them.<\/p><p><strong>-A lack of execution integrity.<\/strong><\/p><p>Talk is cheap today.\u00a0 People seem to throw commitments, promises and so many other things at customers, clients, friends, and even family members that in some ways they hope will happen, but are never 100% sure they will.\u00a0\u00a0 Ever left a message for a supplier who said they would get back to you in 24 hours and after a week, you still hadn\u2019t heard from them? Ever have someone tell you they will meet you for; lunch, a meeting, coffee at a certain time and twenty minutes later they finally showed up?\u00a0 Ever been promised a refund by a supplier who said it would only take 24 hours and after a few days you are still waiting?\u00a0 Enough examples \u2013 I could give you thousands.\u00a0 The common thread in all of them is a lack of integrity. There are far too many reasons and contributors to this issue in today\u2019s sales (and general relationship) environment so let me just cover one simple concept \u2013 does this lack of consistency, integrity or commitment in your opinion, contribute to; poor customer loyalty, poor customer relations, poor repeat business, poor references and\/or referrals, poor word of mouth and just a poor reputation in general?<\/p><p>If you want to avoid any of these \u201cpoor\u201d issues (outcomes, results, consequences) \u2013 it\u2019s simple &#8211; here are five things to consider (yes there are many more) \u2013 1) start meaning what you say and saying what you mean. 2)Stop making excuses \u2013 just do it. 3)If you can\u2019t do it or are not sure whether it will happen \u2013 don\u2019t promise it. 4)If circumstances that are beyond your control cause a promise or commitment to not be delivered \u2013 fix it quickly. And 5) Learn from your communication mistakes. Stop repeating the same stupid behaviors that are doing nothing to improve your image and sales results whether as an individual or an organization!<\/p>\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6922ab1e elementor-widget elementor-widget-facebook-comments\" data-id=\"6922ab1e\" data-element_type=\"widget\" data-widget_type=\"facebook-comments.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-facebook-widget fb-comments\" data-href=\"https:\/\/www.manufacturedhomepronews.com\/wordsofwisdom?p=2721\" data-width=\"100%\" data-numposts=\"10\" data-order-by=\"social\" style=\"min-height: 1px\"><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>There are many reasons why sales effort, a lot of time, allocation of many resources, planning and so much more can still lead to slow and even poor sales results.\u00a0 Having been observing and teaching sales strategies and practices around the world for over thirty-five years and witnessing numerous stupid as well as genius tactics &hellip;<\/p>\n<p class=\"read-more\"> <a class=\"\" href=\"https:\/\/www.manufacturedhomepronews.com\/wordsofwisdom\/are-your-sales-results-not-living-up-to-your-expectations-there-are-five-basic-reasons\/\"> <span class=\"screen-reader-text\">Are your sales results not living up to your expectations? There are five basic reasons . . .<\/span> Read More \u00bb<\/a><\/p>\n","protected":false},"author":4,"featured_media":2729,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"default","ast-global-header-display":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"disabled","footer-sml-layout":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"default","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":""},"categories":[330],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Are your sales results not living up to your expectations? 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