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Sales Training Tips:

Sales Seminar - Hope Won't Sell

How many times have you as a professional salesperson have had or heard one of these statements from another person who also makes selling as their living:

Well, I hope to get the sale.

I hope to make 20 calls.

I hope to make my quota.

Have you ever considered that this one word puts you or the other salesperson behind the selling backstop and not in front of it. When you are engaged in what I call those sales thoughts of hope you have both consciously and subconsciously placed your ability to earn the deal outside of your control.

In business and in life, it is the Weasel Words coined by David Herdlinger that undermine our ability to secure the desired results. These words are:

Would've

Could've

Should've

Maybe

Might

Try

From my own experiences and observations of others, I would add the following:

Think

Yeah, but...

Hope (when it is not religious or spiritual within the context of the statement)

For example when you think about something and use that as an excuse not to take action, you are weaseling out of your own personal accountability. We all have heard individuals say "Yeah, but." What this means is I agree, but it won't work and therefore it is not my fault that I cannot secure the results. And how many times have we heard someone say I hope to close the sale? Again, responsibility has now been abdicated to forces outside of one's control and along with that personal accountability as well.

All of these words simply keep you from taking action. You have resigned yourself that something else needs to happen for you to have sales success.

Some may disagree and if so they may be seeking that backstop of excuses. Sales research continues to suggest that there is a lot of weasel word behavior given the following about salespersons and their activities:

48% never follow-up with a prospect

25% make a second contact and stop

12% make only three contacts and then quit

10% make four or more contacts

50% of all sales leads are not acted upon

30-70% of all quotas are missed

What would happen if you replaced this word of hope with the following:

My goal is to earn the sale.

My goal is to make 20 calls today.

My goal is to make my quota.

Are you beginning to think differently? What specific behaviors and action steps do you need to engage in to turn the goals into the desired results? When you remove this one word, hope, from your daily business thoughts, you will no longer be behind the excuse backstop, but will be in front of it. Personally for me, that is a far better place to be.

Source: Leanne Hoagland-Smith link

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