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Sales facts & figures, use them as you wish but ideas can be at your next lunch meal with friends or the next team meeting. Sprinkle them around the office as bits of motivational information.

Probing

Firstly it’s nothing to do with aliens. An exceptional salesperson will ask good probing questions (questions blog) that will uncover problems. During the standard sales presentation the exceptional salesperson will listen 65% of the time and talk 35%.

The average salesperson will talk 80% and listen just the 20%, which is horrible and really needs to be detoxed out of the system.

Between 10% & 30% of customers are lost each year for the an average company.

You Got a Problem?

Every sale that you and your company make is actually a solution for your client’s problem.

Gracias

The fact that someone has given up their time to listen to your pitch means you should automatically respond with a thank you for their time. Anyway those two words are the most crucial in our sales dictionary, and remember the least is “I”.

92% of customer interaction occurs via the phone.

I’m Going to Do It!

Around 80% of sales go through between the 2^nd and 5^th call. But a large number of salespeople give up at the first call and it gets worse as only 20% of a sales team generally make the third call, which in fact is when majority of sales happen!

May I Take Your Order?

65% of sales calls that take place in any industry are to the wrong person. Pitching an idea over an intercom won’t work, it’s incredibly vital to be talking to the decision maker.

Over 50% of sales managers are too busy to train & develop their team.

I Trust You

If the person doesn’t in fact trust you then you have a problem. 80% of sales are lost because there was no effort in building up a relationship of trust.

Sell to the Heart

Any sort of transaction is based upon the emotional backing of the person. We buy with the heart and then try to rationalise the purchase with our head. So make sure they love the product, then they will work out the rest.

In many companies 20% of the sales team deliver 80% of revenue.

Winging It

Over 50% of sales presentations are not following a planned approach instead the sales person generally just wings it.

Value! Value! Value!

In sales you need to sell value and not the low price. Only 14% of all buyers in B2B markets went for the offer because of the low price.

Note: See an up to date report on the analysis of the sales profession and how it performed in the recession here.

By: John Perrin