Sales is not an easy job. It requires a lot of different skill sets and abilities to really be effective in this career. Often those new to sales or those transferring from one type of sales to another find themselves suffering from SDD.
SDD or Sales Deficit Disorder is not an incurable condition. In fact, by reviewing your current sales practices and making a few changes, you can actually cure yourself. Bad habits, lack of sales process and simply not having the experience are often at the heart of SDD, along with the following:
- Missing The Business Question – selling a product isn’t just about product knowledge. It is about asking the business for their business once they understand the value of the product or service. If you aren’t asking this direct question, don’t anticipate any response from your customers.
- Finding a Need – are you providing your customers with an answer to their problems, needs or challenges? By highlighting how your product resolves these issues in their life rather than on discount pricing or monthly promotions, you create an interest and a solution.
- Not Listening – while you are there to make a sales pitch, some very well worded, open-ended questions to find out what the buyer is looking for. Try to find the challenges they are facing or find the current deficit in their supplier, which will allow ] you to tailor the presentation to their needs.
- Being Easily Shut Down – the perception of the chance to make a sale will influence how much effort you put into the pitch. If you don’t think it will happen, you don’t try as hard and walk away on the first “not interested.”
By thinking of every sale as a strong possibility, you are more confident, better prepared and more resilient to those mixed messages that buyers may be sending.