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Some thoughts and ideas from Perficency around "Hope" in selling
One of the words that I hear often from salespeople or subject matter experts who are responsible for generating new business is "hope" or "hoping". This word is like nails on a chalkboard. There is no room for "hope" or "hoping" in sales.
What are some ways that help you take ‘hope’ out of the sales process?
One of the words that I hear often from salespeople or subject matter experts who are responsible for generating new business is "hope" or "hoping". This word is like nails on a chalkboard. There is no room for "hope" or "hoping" in sales. I find that most salespeople are much too optimistic. They are not realistic about where they are in the process with a prospect and what the chances are of them becoming a client. At the core, this is a process management issue. Most in sales do not have a process for engaging new clients that allows them to be in control, know where they stand, and close 50% of their deals that get to the presentation stage.
- What is your closing percentage?
- How do you measure it?
- What should it be?
If nothing else, look for words (from yourself or your team) like "hope" and "hoping". Risk being overly realistic about your projection. And, take a hard look at your client engagement process and where things break down and you lose control. If you want to close more new business, you must find new approaches that allow you to better control the process vs. defaulting to the prospect's and "hoping" that it all works out.
What are some ways that help you take ‘hope’ out of the sales process?
I think you've already answered your question.
You are also correct to point to the overly optimistic predictions from sales staff. Unfortunately, there is no substitute for experience in building the healthy amount of pesimism.
I once had a boss that demanded $5.00 everytime someone said the word "hope" in his staff meeting. Make useage of the word unacceptible in your team culture. Changing from "I hope" to "I expect" sounds more confident but you had better be able to back it up at the end of the period.
Messages from Jim Broiles
www.dei-sales.com
www.dei-sales.com
Messages from Aliza Giammatteo
If you're willing to accept your failure then you're half way to the success .
Messages from ZULKIFLY JAMALUDIN
"Hope is the raw material of losers."
Is the same with "luck".
"I have luck closing this (or that sale)."
When a salesman tells me that phrase what I listen is:
"You see? It's luck so please don't ask me to do more or to close more."
Hope as luck are the opposite of responsibility and avoiding assuming total responsibility for the exact situation of its career is the Number 1 mistake salespeople make.
Clarification added 2 hours ago:
Ramon
Messages from Ramon Ruiz
No one can take "hope" from anyone...
No one can take "hope" from anyone, especially a sales person. Regardless of how well the sales person covers his/her bases, there is still a chance for an error or rejection or being overlooked, or forgotten or whatnot simply because, the sales person is not the "decider" at the same time.
The customer being sold to is the one that ultimately decides. How that person decides, his mental processes, is capacity is beyond the control of the sales person.
Therefore, if something is beyond one's control (again, regardless of how well he/she cover his/her bases), the same "hopes" for the best.
There are 3 views of the future.
There are 3 views of the future. A great sales manager will help the salesperson distinguish between what they know will happen, what they believe will happen and what they hope will happen.
Both the salesperson and the sales manager need to ask hard questions to determine the difference.
Links:
http://www.boldadvocates.blogspot.com
Hope is not a strategy
I have worked with a lot of "new" Entrepreneurs that have a great idea and "hope" that people love their idea too. Yet, their expectations are so unrealistic about their chances that they inevitably fail.
I worked in a business that got so "excited" after every meeting that they "loved" us and what we did and every thing was so great. Yet, when I asked the simple question, "what's the next step", they never had an answer. Or, "Who has to be involved in the decision?" The answer is "I don't know" (But they loved us!)
Hope is not a strategy.
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I have to disagree with you here.
Hi Ray. I have to disagree with you here.
I started sales when I was 19 on ther streets of New York City in an MLM selling watches, radios or pretty much anything you can get $10 for door to door. "Hope" was a huge part of that. The concept was pretty much shove your product in front of enough people and eventually some buy and you make money. No plan. No strategy. Just Hope.
Then as I got older and started my own company, again by building it with door to door sales, I got a startling realization. When you are going into a business and trying to get commitment, you better have more than 'hope' in your arsenal. I learned to develop a strategy. A plan to progress a possible client from the time we meet, to the time they are secured in my business contract.
But I never lost 'hope'. Hope is what gets you to go that one extra door at 5PM. Hope is what gets you to try the company that is bigger than any other you ever approached. Hope is not enough in sales, but I believe it is essential.
I teach procedure, follow-up, presentation and confidence to my sales team. .But I would never discourage someone from hoping something will work out. Hope is what should motivate them to take control and do everything in their power to make the sale go through. But in the end, there are forces out of a salesperson's control. Your contact got fired, he met a friend in your business and giving biz to them, his business had a downturn and he can't make the investment he was planning to. Those are the things you have to 'hope' don't happen. You can't base yourself on hope, but it is a part of sales.
Anthony