Tired of Missing Sales

Top 3 Mistakes of Sales Organisations and Sales People

Grant Cardone begins his ebook by explaining that company executives use common misconceptions and excuses to justify their lack of sales. For instance, they use excuses that their sales employees are lazy, unmotivated or simply not good enough, which neither are usually true. Instead, Cardone rightly recognises that successful sales organisations tend to do the following 2 things: 

1. They  are always  looking  at  how  they  can  exploit  their  competition  by  doing  what  they will NOT do.

2. They focus on what they can control and disregard the things beyond their control.

Subsequently, Cardone identifies the most common mistakes of these sales organisations and sales people. 

1. The Sales Process is Outdated

Any sales organisation must embrace technology because that's where the attention of the customers is. In fact, "Did you know that 77% of shoppers use web reviews to make a purchase decision and over 90% of all consumers use the internet to conduct research? 40% of all buyers spend over 50% of their total shopping time online." Notably, "You can increase your closing rate by almost 500% by texting a sales prospect during the transaction whether they are in front of you, over the phone, or on the internet."

2. People are not Properly Motivated. 

Cardone emphasises employees are motivated, the issue is that they are not PROPERLY motivated. Therefore, if sales employees are not properly motivated, then the problem is their manager. The manager must be responsible for providing daily motivation to their sales department and that can increase sales by 7-8%. 

3. Lack of Proper Follow-Up

A proper follow-up can make all the difference in a sale and the majority of them are not doing it. 

Amazingly:

"-You have a 7x better chance of closing the deal if the follow up is done in the first hour. 

-Follow up done within 5 minutes has a 9x better chance of closing

- An MIT study showed that follow-up calls made within 60 seconds had a 500% better chance of closing.

-The company that calls a prospect first has a 248% better chance of closing."