ARE YOUR SALES DOWN?

4 of the 24 Overextended Sales Qualities That Are Keeping You From Making Money!

Sales happens in every aspect of your life.  Wether you are a professional sales person or you are consumer.  I have even heard it said that anytime anyone opens their mouth to speak, it is a form of sales.  As most people are talking to sell themselves.  Every one wants to be liked, loved or bought from! 

There are thousands upon thousands of structures, trainings, boot camps and the like to teach you how to sell.  However, what really needs to be established first, is how your personality qualities, your key behaviors,  fit into the sales process.  Once you identify your qualities in the sales process, you will then be able to take on the qualities you'd like to shift and master more specifically.

In this article I am pointing to only 4 of the 24 Overextended Sales Qualities that people exhibit when they are in a position of, confusion, high stress, frustration, upset, overload, that effects how they are being in the sales process. 
I will also make suggestions to overcome these behaviors.

What is Overextended Qualities?
Qualities or key behaviors in your personality which have been overplayed to the extent that they can negatively impact your Sales cycle.  Which inevitably impacts your income.

Have a read through these 4 Overextentions and see if you find yourself operating from any of them.

1.) UNGROUNDED RESEARCH:  Research is paramount for contributing to sales success and looking for new opportunities.  However, it can be a very costly investment in time and resources. It can be very hard to recover the setbacks from this initial stage.  My belief is that companies have a challenge determining the costs lost in the this stage of the Sales Process without any guidance or measurements in place.

This may show up in a behavior like this;

• Your desire to explore multiple avenues of research can limit your ability to research your options thoroughly.

• Your gathered information can become irrelevant and vague.

Suggestion:  If you have clear outlines of the direction you wish to move towards you can more easily help others understand how they can help you achieve your goals.  Considering different projects, researching the time and energy projects will require, will make communicating to others easier as to what will satisfy the client.

2.) PUSHY & BLUNT:  When prospecting, first impressions are extremely important and it's crucial to avoid any slip ups at this point. Being able to secure your attention on one client and not be distracted by another, keeping a high level of diplomacy to avoid offending or coming across too strongly.

This may show up in a behavior like this;

• you come across too forceful when delivering a pitch to a client
• you are perceived as too clinical in your initial communication with a client

Suggestion:  Each client you encounter will require a slightly different style of approach and it is important that you are socially aware and attentive to the differences.
Be sure to articulate well, communicate productively and watch that you are not forcing your ideas and involvement upon people.

3.) PASSIVE:  Clients like to feel understood. Without airing your views it can be hard for clients to know that you understand their situation.  The worst outcome from a visit to a client is them left feeling like they have not been heard.

This may show up in a behavior like this;

• your preference for listening carefully to the client's situation can stop you from airing your won view about their needs.
• there are times when your demeanor can lead clients to believe that you are apathetic towards their situation.

Suggestion: Be affirmative and vocal to a client who prefers to talk things out.  Gauge the opinions of others. You will come across as friendly and hard working to a client who feels listened to.  If you do not demonstrate your understanding you may come across as uninterested in the eyes of the client who may then feel uncomfortable speaking openly.


4.) PEOPLE PLEASING:  Recommending solutions is a crucial part of the sales process and a delicate balancing act between providing too much information which may overwhelm the client and not providing enough so the client feels informed.  It is important not to over commit when customizing solutions for your client. This can lead to future difficulties when delivering the outcome and effect your integrity.

This may show up in a behavior like this;

• you recommend solutions at a cost to yourself
• you run the risk of over consulting with a client and causing unnecessary delays.

Suggestion:  If you are going to offer your client a tailored outcome, keep in mind that you shouldn't make any concessions that would negatively impact on your ability to deliver further work in the future or impacts the reputation of your business or company you are employed with.  Recommendations will shape your future relationship with clients, so ensuring that they land well is essential.

As we are all human, we all have behaviors existing in overextended moments.  Those of us that learn to curb and master our overextentions are the ones who sell more, faster and earn higher incomes. 

LUMINA Sales is available immediately for you to uncover your sales qualities and overxtenstions.  So you can see the areas to master and start making record sales!

I Want To Learn How I Overextend In Sales