9个销售弱点，使销售代表有资格的能力削弱

几年前，我发表了一篇有关GPCTBA/C＆I的文章，销售资格我们在HubSpot使用的框架。从那时起，其他许多销售团队也将其作为他们的探索性对话框架。

We've released a full,免费销售培训课程这具有突出的框架以及如何识别，连接和建议联系人的框架。成千上万的人已经参加了这门课程。

但是这个资格框架并不容易学习。不是因为它很长，但是某些销售代表的弱点使他们甚至无法获得资格，更不用说成功地将其取消了。对于大多数销售人员来说，通常需要几个月的时间（即使不是几年）的教练和练习才能克服自己的弱点并掌握这一深入的探索过程。

I’ve always found戴夫·库兰（Dave Kurlan）的关键优势和主要劣势有助于确定销售人员是否能够学习如何使用我们的框架有效地有资格。可以教授技能，但是四个关键的优势 - 对成功，积极的前景，承诺做任何事情以及对成果负责的承诺 - 是天生的特征。在决定是否将代表登上代表时，这些优势对我来说是不可合作的。

但是，这些弱点会损害优势，并阻碍销售人员学习技能的能力。但是，由于它们是如此普遍，因此他们并不是雇用方面的破坏者。相反，我尝试尽早诊断它们，以便我可以指导代表扭转不良习惯。

这是库伦（Kurlan）的七个资格提醒弱点，我学会了识别它们并尽快解决这些弱点。

9个销售弱点，以防止销售人员完全资格

1.金钱的弱点

当您还是个孩子的时候，您可能会问某人赚了多少钱或花费多少钱，您的母亲或其他成年人谴责您。因为这是在如此年轻的时候发生的，所以这一课在您的心理中根深蒂固：谈论金钱是不礼貌的。

That might be true in many situations, but it’s not in sales. In fact, if a rep is uncomfortable talking about money, they’re not going to make any.

Strength: Budget directness

销售人员必须在许多不同的资格方案中与他们的潜在客户讨论金钱：他们的产品将制造或节省公司多少，潜在客户目前正在浪费或浪费多少，前景在其他项目上花费了多少，规模bob全站appthe budget for this purchase, and the prospect’s willingness to spend on the product. There’s no avoiding money questions -- they need to be asked early and often to close deals.

当我开始销售时，我挣扎着金钱的弱点。我写下了我一生中想要实现的所有目标：送孩子上大学，买农场，退休，等等，等等。然后，我计算出将这些事情实现的金额，并将总和分解为每周，每周和每周的目标。

With those numbers in mind, I tied my goals very concretely to my job, and success at my job to my ability to ask money questions. If I couldn’t talk dollars with my prospects, I wasn’t going to be able to build a strong college fund for my son. Suddenly getting over my fear felt a lot more urgent.

2. Non-supportive buy cycle

To surface this weakness, I ask reps two questions. What was the last expensive item you bought, and how did you go about buying it?

第一个答案揭示了该人的昂贵概念。通常，一个人会告诉我他们最近买了一辆汽车，一件昂贵的衣服或珠宝或度假。但是有时候答案更加谦虚 - 我曾经有一个候选人说“一罐燃气”。

我不提出这个问题判断但是。经过y secure the candidate is, nor do I mentally score their response against some “right” answer.

Instead, their answer informs me of how the candidate might handle pricing objections with their prospects. If someone thinks $300 is a lot of money and they’re selling a product for $3000, they might not be comfortable pushing back on a prospect who balks at the price.

一个sking the second question -- how the person went about buying this expensive item -- tells me how accepting they’ll be of prospects who want to shop around. When they bought their new TV, did they do some preliminary research and then pull the trigger? Or did they endlessly compare models and prices for months until they found the absolute best deal?

If their process more closely resembled the latter scenario, they might let their prospects buy from them in that way, and that isn’t good. In a consultative sales process, it’s perfectly acceptable to assume your prospects are shopping around. But it’s not okay to encourage this behavior.

力量：区分产品的能力

为了克服这个问题，我告诉代表，以确保潜在客户重视其产品对竞争对手的差异。确保买家了解您的产品为什么以及如何在不打击甚至提及竞争对手工具的情况下如何出色。

3. Self-limiting beliefs

“卖很难。”“前景总是说实话。”“那些认为这一切的前景最终将从我那里购买。”

These statements are just three of the many misconceptions that salespeople hold to be truths. It’s important for a rep to recognize these self-limiting beliefs, understand the behavior they cause, and learn skills to avoid letting them impact their sales success.

Let’s focus on the third sentiment: “Prospects who think it over will eventually buy from me.”

我遇到了很多相信这一点的销售人员。但是，一周又一周，一个月又一个月，相同的销售机会在他们的管道中不动。这些销售人员说，他们给了他们的前景时间“思考”，但实际上，他们害怕问他们为什么不会购买的前景。

These salespeople are afraid to suggest that a purchase doesn’t really seem like a priority, or to even ask if the prospect's needs are urgent.

Strength: Confidence

Somewhere a long, long time ago in a land far, far away, a prospect has bought after thinking it over. So, they believe that the deal will eventually come in, and the last thing they want to do is risk losing it by pushing the prospect to share their real timeline or concerns. These reps are hopeful even though hope isn’t a strategy, especially in sales.

Reps with this self-limiting belief need to role play what the “sh** or get off the pot” conversation sounds like. They need to practice asking the right questions, and hearing, thinking through, and handling the typical prospect responses.

他们需要意识到失去一项不确定的交易的风险很小。他们需要通过意识到他们可能会帮助潜在客户做出更明智的决定来拥抱对话，而不是假装交易最终会达成。

4.需要批准

Need for approval becomes a weakness when a salesperson cares more about being liked than they care about closing business. Taking criticism or bad attitudes personally is never a good thing, but it’s especially dangerous in sales, where reps regularly deal with rejection.

Not to mention that in order for a salesperson to truly help a prospect, they’ll need to ask some hard questions that risk the prospect’s camaraderie. But that’s okay -- in my opinion, salespeople should strive to be respected, not liked.

但是，批准需求很高的代表会回避排位赛的困难问题，他们将接受裁判。

Strength: Ability to have tough conversations

我使用一些策略来帮助代表克服他们对不喜欢的恐惧。首先，我建议一种心态转变。我认为销售是一种良性职业，可以帮助人们解决问题，而棘手的问题是弄清楚代表是否可以真正提供帮助的一部分。当代表采取这种态度时，他们更愿意在短期内为客户的长期利益而牺牲自己的感受。

Second, I arm them with strong positioning statements to handle prospect push back. That way, when someone impatiently says they “just want to know why you’re calling” the rep knows they have a简洁，利息的短语in their back pocket.

最后的策略是我实际上用来克服自己的批准需求的策略，这就是使它超越工作。你的配偶爱你吗？你妈妈？你的狗？然后邀请该人给您放心和肯定，以便您不会从潜在客户那里寻求他们。

5. Controlling emotions

Sales reps are people, and people sometimes let their emotions get the best of them. If a salesperson gets an unsavory response from a prospect -- “this isn’t a good fit for us,” or “we’re not interested in this,” for example -- they might let their feelings of disappointment tune out the rest of the conversation.

一个nd this is a mistake because, as I mentioned above, prospects aren’t always honest. Maybe they in fact could benefit from your product, but they’re saying they’re not interested because they’re busy working on a time-sensitive project. Not interested right now is different from not interested ever.

如果您让自己的情绪接管，您可能不会在为您设置的开口上接收。实际上，您可能会对自己的情绪感到分心，以至于您甚至不听他们接下来的话。

力量：好奇心

为了抵消您的负面情绪，请提出问题 - 无论您的感觉如何。如果您从电子书下载中获得了领先地位，请询问他们试图从中学习什么。如果他们声称没有您的产品解决的问题，请询问他们如何做，以便您学习。不管您使用的具体问题如何，只要不断问即可。保持好奇心。

在任何情况下，您都不应留下联系信息并要求他们给您回电。而且，您不应该只是开始向他们解释事情，因为它们会迅速将您调整出来。

6.太信任了

During interviews, I ask candidates if they are trusting people. Just to clarify their answer, I usually then ask if people have to earn their trust, or if they always give everyone the benefit of the doubt.

在这种情况下，我要寻找一个答案 - 持怀疑态度更好。原因是因为前景实际上并不总是诚实。实际上，他们撒谎了很多。

在您站起来之前，让我澄清一下这些谎言并不是阴险。想一想您告诉销售人员多少次，当您不忙时您很忙。或者，当您声称需要时间来“思考”时，当您知道自己无意购买时，就会“思考”。这些谎言中的大多数都被潜在客户告知，以免我们的感受或避免对抗。因此，它们更像是白色的谎言，但仍然是不真实的。

当然，这些小谎言可以阻止销售发生。不太信任的销售代表即使潜在客户不是完全直率和诚实的，也知道如何进行销售。

For example, let’s say a prospect tells you, “Our business is doing great,” but at the same time asks questions like, “So, how would you help us save money on X?”. Are things really going great or are they struggling with profitability? A curious, skeptical salesperson will challenge their prospect by asking that question.

Strength: Healthy skepticism

The salesperson who accepts that prospects aren’t always totally honest will be more likely to gently probe until they uncover the truth. Approaching conversations with healthy skepticism and a willingness to ask incisive questions is necessary to break down prospects’ walls, and uncover the truth.

Next time you’re on a sales call, don’t take everything the prospect says at face value. You can’t help someone if you can’t uncover the truth.

7. Fear of rejection

The only thing a salesperson truly controls is who they spend their time with. But, if they can’t control their own fear of rejection, it will control them.

Salespeople who are afraid of being rejected won’t pick up the phone, won’t ask tough questions, and might even be afraid to ask a customer for their business for fear of getting a “no.”

为了克服这种恐惧，销售人员需要练习“不”。他们需要拥抱获得他们的价值。For a prospect that does need what you have, a “no” might just be an objection or a “No, not now” or a “No, I’m having a horrible morning and I don’t want to talk about this, but I’ll talk to you after lunch if you can call me then.”

Strength: Persistence

Salespeople need to hang in there when they get a no, clarify why it’s a no and adapt.

Salespeople who fear rejection might suffer from a related weakness: Recovering from rejection. But when salespeople get better at clarifying why prospects say “no”, they’ll learn to recover more quickly when the answer truly is “no”.

当然，很多时候都不是。而且，如果销售人员知道他们的销售流程转化率，他们根本不会出汗。“否”只是意味着销售人员可以将时间重定向到可能说“是”的人。拥抱这一点的销售人员不仅可以控制他们度过的时间，而且可以控制他们的命运。

8.容易不知所措

销售中的每个人都有那几天或几周的感到不知所措。地狱，那是most到本月底。重要的是如何管理这些感觉并前进。

If you notice reps who are never quite on top of their work, consistently falling short of goal, or just as consistently scraping by, it might be time to have a chat.

Strength: Perspective

帮助他们在本月初优先考虑高收益任务，因此最终他们不知所措。指导他们如何放开小东西（即，您失去了一笔小交易？将您的时间和精力集中在这么大的待审上。），并解释说，在一天结束时，这只是销售量。

重要的是，他们每天都在做自己的最佳工作。您可能会惊讶于您的高度重复代表放松身心，并有几句令人鼓舞的话可以看待事物的视角。

9. Poor time management

Is your rep sending lots of emails on the weekends? Are they saving their prospecting for evenings? Are they staying late every night? You might have a rep with poor time management skills on your hands.

解释说，周末的电子邮件太多了，似乎对某些潜在客户来说是迫切的，尽管这里或不可避免的是深夜，但您需要晚上和周末才能充电。

Strength: Efficiency

Sales is a high-velocity job that requires laser focus and a lot of energy. Encourage your reps to create to-do lists before they leave for the night, so they can get right to work on high-priority tasks when they arrive to work in the morning. If you have quarterly goals, instill strong work ethic throughout the quarter, so no one's waiting until the last 15 days to close business.

Good time management is the key to great sales. Look for this in the reps you hire, and encourage it in reps already on your team.

如果您是想测试这些弱点的销售人员的销售负责人，我建议您使用Objective Management Group’s salesperson assessment。一旦知道自己的面对面，指导团队取得成功就会容易得多。

Want to learn more? Check out how to使用GPCTBA /希模型here.