When Your Sales Team Needs That Confidence Piece to Close
December is a crucial month for sales as it marks when sales goals become a reality. Ideally, your sales team has surpassed their close ratios, morale is high, and everyone is motivated to return in 2024 with confidence. This is a Q4 dream come true. However, the nature of the beast is that 92% of salespeople give up after four “no’s,” and 80% of prospects say “no” four times before they say “yes” (SOURCE). There are indeed natural salespeople who are fantastic, yet sometimes your sales team needs that confidence piece to close.
It is a common practice for sales to be put on hold until January during Q4. The list of objections is long and almost predictable. For sales teams to master the art of objection, they need to have confidence that they are selling something unique. This could come in the form of trust and loyalty to your company, an urgent need for your product, or by providing added rewards and benefits.
When creating sales opportunities, it’s important to reach the decision-maker quickly. A multi-channel approach can include emails, phone calls, and text messages. Confidence in conversations leads to flexibility and eventually becomes the piece your sales team needs to close. It’s important to provide them with the necessary tools and support. This can include training, resources, and a positive work environment that encourages collaboration and growth.
Remember that a confident sales team is a successful sales team, so invest in their development and help them reach their full potential.
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