Common problem: Why aren't my sellers selling?

One of the most worrying trends in recent years is the idea that selling is becoming more and more difficult, convincing is almost impossible, and "lying" is no longer effective, it no longer works.

This is a clear explanation that more than 73% of people only want a seller to contact them after the fourth interaction with the company (Before they are informed, they are not looking to buy), and not only that: more than 46% of people don't even want to have contact with a commercial at any point in the process. Do you notice this change in your business model?

Surely every Friday when you see the sales reports, each time they are down and you ask yourself: Why don't my sellers sell? And the answer is simple. The problem is not your sellers, the problem is that people are no longer influenced by a seller, they don't even need one. We have a very informed customer who knows more (on many occasions) than the sales representatives themselves.

So: what are you doing to adapt to this change before it is too late?

To identify if your business model has this problem (which is slowly becoming more and more noticeable), we leave you a list of situations that should seem familiar to you; the more you feel identified, the more worrying it is:

• The average purchase receipt decreased.
• I have more frequent inquiries and fewer sales closings.
• I find it difficult to have presentation meetings.
• I feel that our products/services are not valued.
• Our customers value the price more than the service.
• We are contacted by anyone except the decision-maker.
• The businesses we close are less and less profitable.
• I have no control over the commercial process.
• I don't know where my sellers are failing. ¡They don't sell!
• Before we had more loyal customers, now they change us for the competition.
• My vendors don't follow up very well.
• Many times we feel that we bother customers by calling them.

More than one sounds familiar to you, right? I know. And it is to worry but do something now. Sitting watching the reports you achieve nothing, just get depressed. The time has come to sell without selling. How? People want to be helped to make a decision, not to be contacted by someone offering a product at a time they don't need it.

Suppose we want to sell you something that we know you need: Would you like us to be calling you every 3 days offering it to you? No. Would you like to be bothered with an advertisement of the product on Facebook and your social networks? No. Would you like us to offer you our services on every television, newspaper or radio program? No.

But you would like my help to know what you need and when, especially because you looked for me, not me for you. Here, you'll find a short list of possible actions, and practices to compensate for this drop in sales:

• Make your sellers help customers and advise them instead of selling.
• Motivate your commercial force (They must have fun and be happy).
• Implement a system to track your potential customers (Learn more).
• Tell your sellers to empathize with the customer's problem, not their wallet.
• Monitor and research your customers' interests.
• Implement a commercial plan with clear goals. 
• Have interesting and quality conversations. (Not always about you and your product/service).

We are convinced that little by little, with this new way of advertising products or services, it will help people not to feel influenced by a person to make a purchase. Be part of the change and think: Is it profitable to sell just for making a sale?