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.
HTSS108 - Role play in sales training is necessary to close deals - Scott Sylvan Bell
HTSS107 - How you create objections in sales calls and lose deals- Scott Sylvan Bell
HTSS106 - The selling in tough times game plan - Scott Sylvan Bell
HTSS105 - Close a sale you would have lost - Scott Sylvan Bell
HTSS104 - It takes balls to sell - Scott Sylvan Bell
HTSS103 - Video creation skills are now part of sales basics mastery - Scott Sylvan Bell
HTSS102 - 10 Important sales lessons I learned from sales ride alongs - Scott Sylvan Bell
HTSS101 - How to look for the upside for the ultimate pivot and shift - Scott Sylvan Bell
HTSS100 - The traits of an exceptional person and why it matters - Scott Sylvan Bell
HTSS99 - Why you must master second hand sales deals - Scott Sylvan Bell
HTSS98 - How to implement training to beat your competition - Scott Sylvan Bell
HTSS97 - Shutting down the inner critic in your head - Scott Sylvan Bell
HTSS96 - How to prepare for selling in tough times and bad economies - Scott Sylvan Bell
HTSS95 - Learn the power of persuasion from Politicians - Scott Sylvan Bell
HTSS94 - Is sales ready for franachise closer contracts - Scott Sylvan Bell
HTSS93 - What to do when you want to quit sales - Scott Sylvan Bell
HTSS92 - Toxic relationships in sales and business - Scott Sylvan Bell
HTSS91 - Mental toughness in sales and life - Scott Sylvan Bell
HTSS90 - The day old school sales tactics expired - Scott Sylvan Bell
HTSS89 - You have to put in the hard work to be a closer - Scott Sylvan Bell
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