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.
HTSS88 - How to beat a sales slump with self diagnosis - Scott Sylvan Bell
HTSS87 - How to handle constructive criticism in sales and life - Scott Sylvan Bell
HTSS86 - How to sell even if you are in quarantine on vacation or asleep (Part 3) Scott Sylvan Bell
HTSS85 - How to sell even if you are in quarantine on vacation or asleep (Part 2) Scott Sylvan Bell
HTSS84 - How to sell even if you are in quarantine on vacation or asleep (Part 1) Scot Sylvan Bell
HTSS83 - How to use status to influence human behavior - Scott Sylvan Bell
HTSS82 - The rules for a sales ride along presentation - Scott Sylvan Bell
HTSS81 - Objections in sales and the Gamblers fallacy - Scott Sylvan Bell
HTSS80 - Its not a sales call its a performance - Scott Sylvan Bell
HTSS79 - Why teaching sales lessons will help you close sales - Scott Sylvan Bell
HTSS78 - Generating trust in sales and how to keep it - Scott Sylvan Bell
HTSS77 - How to be emotionally neutral in sales to close deals - Scott Sylvan Bell
HTSS76 - The hard Truth about closers vs average salespeople - Scott Sylvan Bell
HTSS75 - Why you need to invest in yourself in sales - Scott Sylvan Bell
HTSS74 - Should I join a coaching program for salespeople - Scott Sylvan Bell
HTSS73 - 12 Easy word tracks for new and struggling salespeople - Scott Sylvan Bell
HTSS72 - How to use humor in sales to close deals - Scott Sylvan Bell
HTSS71 - How to deal with revenge rejection in sales - Scott Sylvan Bell
HTSS70 - How to deal with difficult customers in sales presentations - Scott Sylvan Bell
HTSS69 - 10 things about sales I wish I would have learned earlier - Scott Sylvan Bell
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