Company Name - Company Message
My Blog

Breaking up is hard to do

One of the greatest challenges for a salesperson is figuring out when to move on. This can also be a challenge for the manager of that individual, if they have one.

As a manager, I believe you have to trust your salesperson. Nobody knows the client or situation like they do. Sometimes, they can be too close to it. Unless it's a habitual dilemma, you must trust them to cut the cord at the right time.

If the client has seen all that you, your product or service can do and can't act, you have to ask yourself these questions:
  1. Have I completely demonstrated how we can help?
  2. Are we addressing the real need?
  3. Do they have the resources or money?
  4. What else do I not know?
  5. Is there a higher power or influencer?
  6. Are they capable of moving forward?
  7. Is there a condition or objection?

Lack of action means something, but what is it? Often, there is something behind the scenes. There is a point where you have earned their trust and have the right to find out what that is. As a manager of a sales force and being directly in the field doing production, I can offer these reasons why this dilemma takes place:

The salesperson wants it more than the client
The salesperson may see the fit, or that customer has a need for their solution. However, this can be like telling a person to stop smoking, they have to decide to quit. You have to get to the root of why they aren't taking action.

The salesperson doesn't have a strong pipeline
Often, a salesperson re-engages a former client who said "no" or "not yet" because it's easier to re-engage than to build something new. A cold call is much tougher than a warmer call. This doesn't mean the salesperson shouldn't check in. I believe at least twice a year something changes, but be careful to not spend too much time with people who didn't advance before. There is a difference between a condition and an objection. A condition is something that has to happen. An objection is something to overcome. Here's an example.
Condition: We're in a contract and can't do anything for two years.
Objection: We are happy, and why fix what's not broken?
A good question to ask is, "Am I continuing with this client because I don't want to start from scratch somewhere else or with someone else?" A solid pipeline always keeps you focused on who you should be talking to and spending time on.

The emotional tie
Sales are built on relationships. This often makes it hard on the client to break up. It can also be a challenge for the salesperson who really knows that they can help this person if only they could break through. Establish an upfront contract with the client that an informed "no" is okay.The goal is to always be moving forward or getting to the "no."

The Hubert O'Shea theory
Sorry, you have to read the book "Stop Selling" to get the full background on why this is labeled as such. Every salesperson has a client who looks the part, says the right things, engages, remains active, and are easy to re-engage. You like them and have a great relationship. These are the most frustrating clients for the manager/salesperson relationship. The manager says that they can't do it or that they won't pull the trigger, to move on. The salesperson will say, "But this time is different," or that they're "so close." These situations can be a triumph or the biggest waste of resources. This one will break your heart over and over again. Each time you believe something is different, but each time they have a new excuse for maintaining the status quo.

Not enough information or rushing the process
Doctors use an MRI before they go into surgery. Salespeople often engage when the client agrees to continue. In order to start the exchange of information, do we clearly have the desired needs in place? People only buy or change when they see that doing/using/changing will address whatever the goal is. As an example, you can talk ROI all day long, but if quality of life or getting back time is larger, you're addressing the wrong solution/need. The early exchange of intel is so critical. In the book, I refer to the sales process like building a fire. If you don't have the kindling, it's hard to start the fire. It's also important how you place the logs. There must be room for the oxygen to get between the logs. Usually, you have too much information to present. How you assemble and what you present is based on that solid intel.

The never give up concept
Tenacity can be a great quality. However, a salesperson must know when to throw in the towel. They can continue on so long that they fail to develop their pipeline, build a new one or simply end up losing their job. Salespeople by nature are competitive. The sales process is not winning or losing. You can only educate them to a point of a decision. If they don't buy, move on. This doesn't mean that every sale is a short process. There is never a magic time frame. However, when you know you have exhausted all of your resources, you need to take a step back and determine if it's time to break up. There is "no" and "yes," but dealing with "not yet" is the tricky one. This is where those same questions come into play

One of the hardest things to do is to walk away after you have invested all this time and effort. That's why breaking up is so hard to do.

29 Comments to Breaking up is hard to do:

Comments RSS
Martin on Tuesday, November 15, 2016 6:55 PM
you have shared an informative post. I like it. keep it up.
Reply to comment
 
bestessays writers on Tuesday, December 25, 2018 8:13 PM
Breaking up with a partner is not really an experience that I wish to have. I have been with my girlfriend for a decade now. We met during out high school prom and we have been together since then. I truly love her, she is the best thing that ever happened to me. That is why, just the thought that we might break is truly depressing for me. However, I do not really see us going down a road without each other.


britishessaywriter.co.uk rev on Saturday, August 25, 2018 8:12 AM
Tanuki website has a long range of art pieces which are really inspirational and it will also help me in my dissertation service Good job!
Reply to comment


d on Thursday, December 20, 2018 11:47 PM
d
Reply to comment


buy essay online australia on Sunday, July 21, 2019 11:49 AM
It's really hard. I can't deny that. Hope you are alright now.
Reply to comment


best online essay service on Thursday, August 8, 2019 3:06 PM
Your articles are really amazing. love to read your blog.It will be very useful information for everyone.Carry on the hard work. Keep sharing such informative posts continuously.
Reply to comment


Mike on Saturday, September 14, 2019 12:33 AM
I am pleased to be on this website,you have shared useful content which i like reading.I will come back to the website to read more similar content. custom packaging boxes in different sizes
Reply to comment


Mike on Thursday, September 26, 2019 4:12 AM
Great to read article about salesperson.I must say you have work hard in collecting data to write this post which is appreciable. Best defrosting tray sale
Reply to comment


johnsmith on Sunday, September 29, 2019 12:27 PM
I read this post and i really enjoy to read this blog which you share about breaking up is hard to do. Very impressive information you share in it. I surely visit this website again to read the other posts which are also looking very well. Thanks for sharing this all. Keep sharing. Explore Chirtal Pakistan Tours services
Reply to comment


Royal UK Essay Writers on Sunday, November 3, 2019 3:48 PM
Great post. Royal UK Essay Writers http://royalukessaywriters.co.uk/ help students in their academic writing service form past many years. The number of students we have helped is innumerable in the UK but also in all around the world. Royal UK Essay Writers http://royalukessaywriters.co.uk/ provides services assignments, Essay, thesis and help in scientific work. Royal UK Essay Writers provide the highest quality services in writing, assignments, Essay, thesis, as well as provide writing assignments, Essay, thesis in lowest price. Royal UK Essay Writers help students in their academic writing service form past many years. The number of students we have helped is innumerable in the UK but also in all around the world.Royal UK Essay Writers provides services assignments, Essay, thesis and help in scientific work. Royal UK Essay Writersprovide the highest quality services in writing, assignments, Essay, thesis, as well as provide writing assignments, Essay, thesis in lowest price. There are times when you may not have time to write a comprehensible essay. You have an idea, but the problem is expressing the same information to your readers. Some of the reasons that could prevent you from doing this are either a series of school projects, too little time to work on your essays, either working simultaneously and schooling at the same time, or needing a professional writing service to get the job done. These are a few explanations that are helpful to many when looking for a reliable essay writing service. Suggestions from close colleagues or friends about some of these services are also another way to find a good writing service. Having a friend's opinion is usually a real reason, as some sites offer more insight and honest reviews. You can browse our services to find out what we have to offer and order now for essay help at a discount. Those looking for assignment help are also in luck as we have the best essay writing team who can do custom assignment writing service for you without charging you a fortune. We also offer free plagiarism report to ensure 100% unique and unplagiarised content unlike other writing companies.
Reply to comment


sam andreson on Friday, November 29, 2019 6:19 AM
i was looking for valentine qoutes for wife 2020 and i find this website is providing best stuff and qoutes
Reply to comment


Smith on Wednesday, May 13, 2020 2:01 AM
This blog is very helpful for every visitor. I really impressed your written style. I will come back to the website to read your blogs. Thanks for sharing and keep sharing. We offer one of the best non slip for decking
Reply to comment


Megal on Friday, May 15, 2020 12:32 PM
I really enjoyed to read this amazing and nice post here. I am going to bookmark your blog for upcoming posts. mobile on installments for buy
Reply to comment


Archieson on Friday, May 15, 2020 1:40 PM
Your blog is very informative for a lot of people. brazil news today in english
Reply to comment


Marks on Friday, May 15, 2020 2:50 PM
Such a good post, I must say that, I'm very interested in your article. I will very happy if you can let me know more about your articles . I look forward to seeing your new articles every day. grey lens at best price
Reply to comment


Mesem on Friday, May 15, 2020 3:15 PM
Thank you for sharing! What a cool day! Online ebook writing services
Reply to comment


write me an assignment on Thursday, June 4, 2020 11:56 PM
I believe this will help your website become more organized because you have decided to set a part on this site for the inquiries regarding tax and as well as the helpful discussions. To be honest, this is one of the few sites that are doing this kind of strategy. Also, I think that this will not only benefit your clients or the potential ones but you most especially because you will be able to see the questions easier.
Reply to comment


do my paper for me on Monday, June 15, 2020 11:54 AM
I’m usually to blogging and i actually appreciate your content. The article has genuinely peaks my interest. I’m going to bookmark your web page and maintain checking for new details. I am looking for some good blog sites for studying
Reply to comment


write my paper for me on Monday, June 15, 2020 11:54 AM
Very interesting and wonderful post here. This post is very informative and helpful for a lot of people. I really like it very much. I am very glad and very impressed to read your blog. I appreciate your effort. Thanks for sharing and keep sharing.
Reply to comment


Coming 2 America Jacket on Wednesday, June 17, 2020 3:41 PM
I want to say that is one of the top notch posts that i've perused in all my existence. the whole thing right here is certainly remarkable. I couldn't have requested a highly improved put up than this. . i am capable of bookmark your internet web site and advocate to all my pals
Reply to comment


Fur Sheepskin Coat on Friday, June 19, 2020 5:41 PM
I trully appretiate your work and tips given by you is helpful to me. I will share this information with my family & friends. This is a great website, keep the positive reviews coming. This is a great inspiring .I am pretty much pleased with your good work. You put really very helpful information. I am looking to reading your next post. !!!!
Reply to comment


Fur Shearling Coat on Saturday, June 20, 2020 10:30 AM
Thanks for sharing this best stuff with us! Keep sharing! I am new in the blog writing.All types blogs and posts are not helpful for the readers.Here the author is giving good thoughts and suggestions to each and every readers through this article.Quality of the content is the main element of the blog and this is the way of writing and presenting.
Reply to comment


Assignment Help Australia on Friday, July 24, 2020 12:29 AM
Connect with professional academic writers via Assignment Help in Australia to finish your assignments without any issue. So, buy Online Assignment Help and complete your assignments before the due dates. Visit us: My Assignment Help
Reply to comment


Nike Shoes on Friday, August 14, 2020 6:51 AM
Reply to comment


사설토토 on Friday, October 23, 2020 9:09 AM
I go to see each day a few websites and sites to read content, but this website gives feature based writing. - 사설토토
Reply to comment


메이저사이트 on Friday, October 23, 2020 3:44 PM
I go to see each day a few websites and sites to read content, but this website gives feature based writing. - 메이저사이트
Reply to comment


토토 on Monday, October 26, 2020 4:52 AM
I go to see each day a few websites and sites to read content, but this website gives feature based writing. - 토토
Reply to comment


스포츠토토 on Monday, October 26, 2020 9:36 PM
I go to see each day a few websites and sites to read content, but this website gives feature based writing. - 스포츠토토
Reply to comment


스포츠토토 on Wednesday, October 28, 2020 8:26 PM
I go to see each day a few websites and sites to read content, but this website gives feature based writing. - 스포츠토토
Reply to comment

Add a Comment

Your Name:
Email Address: (Required)
Website:
Comment:
Make your text bigger, bold, italic and more with HTML tags. We'll show you how.
Post Comment
RSS

Recent Posts

Breaking up is hard to do
A partnership is a marriage without love
Get Better Results By Being Less Positive
Everyone needs words of encouragement
Reinventing yourself and surviving
powered by

Website Builder provided by  Vistaprint