Sales Slump: The Wake-Up Call We All Need

Sales Slump: The Wake-Up Call We All Need

Nov 30, -0001

So, you've probably noticed – sales is kind of in the dumps right now.


Every study, survey, and their cousin says the same thing: "Sales is in trouble."


Win rates? Down.


Sales cycles? "It depends"


Average sales prices? Hello, discounts.


And don't even get me started on what we chatted about last week as it relates to "sales activity".


Now, some are running around like headless chickens, trying to figure out how to turn things around. But guess what? We're barking up the wrong tree.


The actual issue is so simple, it's almost funny.


Here's the deal:


We're too focused on selling and not enough on helping.


Yep, you heard me right.


We've become these selling machines, celebrating wins like we just won the lottery, but when asked how we helped the customer, it's all crickets and tumbleweeds.


Imagine this:


Friendly Inquirer: "Hey, great job on that big win! How'd you help the customer?"
Salesperson: "Oh, they bought our awesome product!"


Friendly Inquirer: "Cool, but how did it really help them, you know, in their day-to-day?"


Salesperson: Awkward pause "Well, they couldn't do stuff before, and now they can!"
Friendly Inquirer: "Alright, but how did it really, like, change their world? What's their life like now?"


Salesperson: Blank stare "Uh, no idea."


The problem here? We're so caught up in the selling game, hitting quotas, and raking in commissions that we forget why we're here – to help people.


Instead, try this:


So, let's ditch the focus on selling and move more to helping and get back to basics:


  1. Get to Know Your Customer's Problems: What's going on in their world right now? What matters to them? Don't know? GTS (google that sh&t). You'd be amazed at what you can find out by a little internet sleuthing.
  2. Ask Real Questions: Forget the scripted lines about budgets and timelines. Ask questions that matter, like you're talking to a friend whom you are trying to help. E.g. What led you to look for a new vendor? You mentioned x, I'd like to understand that a bit more. Curious, you stated that you have enough x, can you define that a bit more so I can understand?
  3. Be a Wizard: It's not about selling a product; it's about solving a problem - which means you have to know the problems you solve, what could be going on in your buyer's world, and then make some hypotheses around those. Yes - like real wizard-like thinking. This may lead you to ask additional questions that you are REALLY CURIOUS ABOUT on the next call.
  4. Celebrate Wins that Matter: Move beyond the numbers game. Celebrate not just the sale but the real impact – how you made a positive dent in your customer's world. With this change, what happens? Celebrate that for your customer. If you do not know how it helps them - go back and figure it out.


Let's be helpers, not just salespeople. We're not here to sell a widget; we're here to make a difference.


So, before you go telling your team to demo on the first call - do you even know how you can help your customer?


PS. watch this clip where Keenan . lays it out beautifully...So, you've probably noticed – sales is kind of in the dumps right now.