Sales cycles are cyclical and you can close more deals knowing this
If you can stay in sales long enough you will find you run in cycles. Statistically speaking you will run through all 6 of these periods mentioned. If you keep good notes you can spot trends before they happen.
Top salespeople hold themselves accountable
You have to be willing to be accountable to yourself, a CRM or a Manager. When you are new the time frame typically is short and the run-up and rundowns happen quickly and the plateau is short. If you have been in the field for a while the run up and run downs are quick but the plateaus are longer.
The Bell Curve of Sales Success
Think of long term sales like a bell curve. Everyone has their own time frame for this, meaning your time frame isnt someone elses time frame. You can look at what others are doing and see what phase or period they are in.
There are 6 stages identified for sales success:
The climb – you are selling and getting traction
The Par – where you are closing and everything is good
The heater – borrowed from a run in a casino – You close everything
The plateau – where you are doing well but you feel slippage
Sub par – where you are selling “not closing”
Freefall – Nothing is working and deals are not closing (panic + loss of control)
How to stay on top in sales
When you keep track of your sales process you can spot a dangerous trend before it begins. This does take some work and or effort on your part. If you really want to be a closer in sales you do need to know where you are going and what you are doing.
HTSS28 - Focus in sales is your secret weapon for closing deals - Scott Sylvan Bell
HTSS27 - Sell me this pen answer and problems created - Scott Sylvan Bell
HTSS26 - The power of no in business and sales - Scott Sylvan Bell
HTSS25 - Never hire another bad salesperson again - Scott Sylvan Bell
HTSS24 - No Rain No Rainbow How this Hawaiian Proverb can help you out - Scott Sylvan Bell
HTSS23 - Sales training without accountability and consequences is worthless - Scott Sylvan Bell
HTSS22 - Adversity in life examples the 7 moves of discouragement - Scott Sylvan Bell
HTSS21 - Know when its time to leave a sales job - Scott Sylvan Bell
HTSS20 - What is free fall and how does it lead to failure in sales - Scott Sylvan Bell
HTSS19 - The Squeeze and how to diagnose sales struggles - Scott Sylvan Bell
HTSS18 - Controlling emotions in sales presentations - Scott Sylvan Bell
HTSS17 - Learn how to deal with difficult buyers in sales presentations - Scott Sylvan Bell
HTSS16 - The 3 main reasons why salespeople fail in sales presentations - Scott Sylvan Bell
HTSS15 - Is 2020 the year of sales referral marketing - Scott Sylvan Bell
HTSS14 - Lead generation for sales reps can lead to a fortune in sales - Scott Sylvan Bell
HTSS13 - Loneliness in sales is a real problem - Scott Sylvan Bell
HTSS12 - The power of encouragement a tribute to Dale L Bell
HTSS11 - How to use trade and barter to sell more and get referrals - Joe Lopez
HTSS10 - How to write a resume that stands out and will get your hired faster Mike McRitchie & Scott Sylvan Bell
HTSS09 - How to sell to the affluent luxury goods and services Kris McAulay & Scott Sylvan Bell
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