Sales cycles are cyclical and you can close more deals knowing this
If you can stay in sales long enough you will find you run in cycles. Statistically speaking you will run through all 6 of these periods mentioned. If you keep good notes you can spot trends before they happen.
Top salespeople hold themselves accountable
You have to be willing to be accountable to yourself, a CRM or a Manager. When you are new the time frame typically is short and the run-up and rundowns happen quickly and the plateau is short. If you have been in the field for a while the run up and run downs are quick but the plateaus are longer.
The Bell Curve of Sales Success
Think of long term sales like a bell curve. Everyone has their own time frame for this, meaning your time frame isnt someone elses time frame. You can look at what others are doing and see what phase or period they are in.
There are 6 stages identified for sales success:
The climb – you are selling and getting traction
The Par – where you are closing and everything is good
The heater – borrowed from a run in a casino – You close everything
The plateau – where you are doing well but you feel slippage
Sub par – where you are selling “not closing”
Freefall – Nothing is working and deals are not closing (panic + loss of control)
How to stay on top in sales
When you keep track of your sales process you can spot a dangerous trend before it begins. This does take some work and or effort on your part. If you really want to be a closer in sales you do need to know where you are going and what you are doing.
HTSS188 - Overcoming money objections in sales starts with you - Scott Sylvan Bell
HTSS187 - 50 Killer questions to ask prospects - Scott Sylvan Bell
HTSS186 - Sales systems and processes are required to be a closer- Scott Sylvan Bell
HTSS185 - Why is sales so hard to implement and learn - Scott Sylvan Bell
HTSS184 - Sales rep failure and sales failure reasons - Scott Sylvan Bell
HTSS183 - Everyone wants to be a closer until the unexpected - Scott Sylvan Bell
HTSS182 - The only shortcut in sales is hard work - Scott Sylvan Bell
HTSS181 - Building confidence in sales calls - Scott SylvanBell
HTSS180 - How to hire top salespeople - Scott Sylvan Bell
HTSS179 - The sales training HACK you must learn and develop - Scott Sylvan Bell
HTSS178 - 7 Basics of negotiation skills - Scott Sylvan Bell
HTSS177- Why am I struggling in sales - Scott Sylvan Bell
HTSS176 - Entrepreneur mistakes and failure - Scott Sylvan Bell
HTSS175 - Nobody is coming to save you in sales or business - Scott Sylvan Bell
HTSS174 - How to protect your time at work and in sales - Scott Sylvan Bell
HTSS173 - What to expect when private equity buys your employer in sales (Part 2) - Scott Sylvan Bell
HTSS172 - Sense of urgency in sales and how to get it - Scott Sylvan Bell
HTSS171 - How gratitude changes you and your sales - Scott Sylvan Bell
HTSS170 - How to program your brain for success in sales - Scott Sylvan Bell
HTSS169 - Sales performance management for presentations - Scott Sylvan Bell
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