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.
HTSS168 - How to close sales by being counterintuitive - Scott Sylvan Bell
HTSS167 - How to model greatness in sales from leading closers - Scott Sylvan Bell
HTSS166 - Sales training is beyond the book - Scott Sylvan Bell
HTSS165 - How to stay memorable in sales - Scott Sylvan Bell
HTSS164 - Negotiation sales training - Scott Sylvan Bell
HTSS163 - How to stay focused in sales - Scott Sylvan Bell
HTSS162 - How you lose sales and corrupt deals (part 1) - Scott Sylvan Bell
HTSS161 - Good sales training is rarely cheap and cheap sales training is rarely good - Scott Sylvan Bell
HTSS160 - A simple sales pitch destroys complex ideas - Scott Sylvan Bell
HTSS159 - What to expect when private equity buys your employer in sales (Part 1) - Scott Sylvan Bell
HTSS157 - Internal sales reframes that matter for success - Scott Sylvan Bell
HTSS158 - Traits in buyers that drive salespeople crazy - Scott Sylvan Bell
HTSS156 - Every Hero needs a Villain in sales - Scott Sylvan Bell
HTSS155 - How to answer are you paid on commission in sales - Scott Sylvan Bell
HTSS154 - When to walk away from a sale or a deal - Scott Sylvan Bell
HTSS152 - How to disrupt your competition with Bear Traps in sales - Scott Sylvan Bell
HTSS151 - Closing sales takes creativity - Scott Sylvan Bell
HTSS150 - How to get out of sales slumps from emotional downturns in sales - Scott Sylvan Bell
HTSS149 - Why you need tension in sales calls - Scott Sylvan Bell
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