4 Critical Seasons of a Sales Person

Every sales person will experience ups and downs throughout their career. It’s like seasons of good and bad times. Taking a look at weather, there are seasons which are Summer, Autumn, Winter and Spring. Likewise, for a sales person, there are also 4 critical seasons which are MASK – Mindset, Activity Skillset, Knowledge.

From our experience of training more than 10000+ sales people, we have discovered that when a sales person is not hitting their targets, it is very certain that at least one or more of the criteria in MASK has not been met.

M- Mindset challenge

A sales person with a mindset challenge will be demotivated. It’s easy to spot this symptom where he will tend to be very negative when it comes to his sales target like “That crazy boss, there is no way anyone can hit this ridiculous target!”

If the sales person continues dwelling in this mindset, then his actions will follow through where he will most likely not hit his target. If the mind does not believe, actions follow.

The first step is to change is for him to believe that he can do it and when challenges appear, he will overcome them instead of just giving up. Our highly effective motivational training has successfully turned even the most stubborn sales person into performing sales person during our training. Details here.

A-Activity challenge

Here, activity means doing real sales work. The work of a sales person is to cold call, approach customers, follow up, set appointments, meet customers and etc. “

Most sales people expect customers to appear at their feet ready to buy but today, the market has changed tremendously. If your sales person is not calling their customers, your competitor’s sales person probably is and is one step closer in getting that sale.

There is not short cut here, the solution is just to pick up the phone and start calling. We have designed effective techniques to ensure the prospects stays on the phone where your sales person can close the sales in just a few steps. More information here.

S- Skillset challenge

Sometimes there are cases where the sales person has the right mindset and is doing the sales activities, but he is still not getting sales because he is being objected and rejected by clients every time.

In this case, he is probably lacking in skillset where he is not able to counter an objection given by a prospect.

This is quite a common challenge for most sales people where whenever a prospect responds with something like “I’m not interested”, “I’m busy” or “so expensive!” the sales person will back out because he does not know what to do next. In order to overcome this, proper sales training needs to be given to that sales person.

We have designed a highly practical and effective method which we have trained thousands of sales people around the world to tackle any objection given by the prospect. More information here.

K- Knowledge challenge

If none of those apply, then knowledge must be the issue. Knowledge is about knowing why your product is better than your competitors. By knowing that, you can convince your prospect to buy from you instead of your competitor.

Most sales people engage in price war where they try to match the price of their competitor because they think that customers will ONLY buy the one that is cheapest.

This is generally true that customers want the best deal. But if you can convince your customer that your product can solve their problem better than your competitor’s, they will most likely lean towards your product although it costs more.

If you think your sales people fall into one or more of MASK and you need help fixing this issue, we would like to talk to you. Also, if you are still not sure how to identify the challenges of your sales people, we can help you identify it even over the phone during the free consultation (no hidden charges). Let’s talk here.