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.
HTSS148 - The secret closers know ”There is always another deal” - Scott Sylvan Bell
HTSS147 - The problem with skinny deals and motivation - Scott Sylvan Bell
HTSS146 - The reasons why you want to quit sales and how not to - Scott Sylvan Bell
HTSS145 - Make Mondays your secret weapon in sales - Scott Sylvan Bell
HTSS144 - Why you need an awesomeness swipe file - Scott Sylvan Bell
HTSS143 - How to prepare to be recruited for sales jobs - Scott Sylvan Bell
HTSS142 - The most dangerous buyers in sales Part 1 - Scott Sylvan Bell
HTSS141 - How to quit a sales job - Scott Sylvan Bell
HTSS140 - Empathy in sales can help you close deals - Scott Sylvan Bell
HTSS139 - Outrageous goals and achievements are your responsibility - Scott Sylvan Bell
HTSS138 - Desperation is a stinky cologne in sales and business - Scott Sylvan Bell
HTSS137 - What to do after you close a deal - Scott Sylvan Bell
HTSS136 - The abuses you face in sales - Scott Sylvan Bell
HTSS135 - Why you lose trust in sales - Scott Sylvan Bell
HTSS134 - How to lose sales by being helpful - Scott Sylvan Bell
HTSS133 - The secret sales strategy of some closers - Scott Sylvan Bell
HTSS132 - Loyalty for sales representatives and business owners - Scott Sylvan Bell
HTSS131 - 10 Universal rules for sales representatives - Scott Sylvan Bell
HTSS130 - How to make a sales script work for you - Scott Sylvan Bell
HTSS129 - Why you don't like sales training and why you don't like sales trainers - Scott Sylvan Bell
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