What’s the biggest sales challenge right now?

by Andy Preston on June 12, 2009

I was talking with a group of salespeople and small business owners the other day, and they were telling me about the ‘sales challenges’ they’re experiencing at the moment.

Some commented that they were struggling to generate new sales leads, as their usual levels of incoming leads had slowed down somewhat.

Others commented that it was getting tougher to get meetings, or to get new potential clients to take them seriously.

Another group commented that getting committment from clients and closing them down was their biggest problem.

So I’m interested to know – what do you think the biggest sales problem is for most salespeople (or business owners that have to sell) right now?

Enter your comments by using the ‘leave a reply’ box at the bottom of the page….

Best Regards

Andy

Tagged as: Add new tag, Andy Preston, Sales Help, Sales Training

Martin Hassall

We’re finding it tougher to generate appointments from our cold calls than ever before – any tips you want to share are gratefully received!
http://www.andy-preston.com Andy Preston

Hi Martin

I’m hearing that a lot from salespeople I’m talking to. And because it’s tougher to generate the appointments, the salesperson gets disheartened and their attitude and motivation becomes affected – therefore less likely to generate appointments from their calls thereafter!

In the current market you may have to work harder to get the same results you’ve done previously. It also requires you to keep your mindset and attitude high and keep working on those sales skills.

My article last month on ‘Why Your Cold Calling Isn’t Working’ may also help. You can see that article here – http://www.andy-preston.com/2009/05/why-your-cold-calling-isnt-working/

Good luck with your cold calling!
http://www.andy-preston.com Andy Preston

Hi Martin

I’m hearing that a lot from salespeople I’m talking to. And because it’s tougher to generate the appointments, the salesperson gets disheartened and their attitude and motivation becomes affected – therefore less likely to generate appointments from their calls thereafter!

In the current market you may have to work harder to get the same results you’ve done previously. It also requires you to keep your mindset and attitude high and keep working on those sales skills.

My article last month on ‘Why Your Cold Calling Isn’t Working’ may also help. You can see that article here – http://www.andy-preston.com/2009/05/why-your-cold-calling-isnt-working/

Good luck with your cold calling!
Jason

In our business right now, we’re struggling to generate sales leads. We’re a design company and rely on our advertising and web prescence to bring us business.

Our enquiry levels have dropped from last year and we’ve had to cut back on our advertising spend – which has further reduced our enquiry levels.

Other people I speak to appear to be having a similar problem?
http://www.andy-preston.com Andy Preston

Hi Jason

A lot of companies are noticing a drop in the levels of their incoming sales leads – and if you’re slowing down your advertising then it sounds like you’re really feeling the ‘drop’!

Therefore it’s more important than ever to look at how you handle those incoming sales enquiries to ensure that you’re converting the maximum amount possible into sales.

I wrote an article on this topic a few months ago – drop me a line if you’d like a copy – http://www.andy-preston.com/ask-andy/
http://www.andy-preston.com Andy Preston

Hi Jason

A lot of companies are noticing a drop in the levels of their incoming sales leads – and if you’re slowing down your advertising then it sounds like you’re really feeling the ‘drop’!

Therefore it’s more important than ever to look at how you handle those incoming sales enquiries to ensure that you’re converting the maximum amount possible into sales.

I wrote an article on this topic a few months ago – drop me a line if you’d like a copy – http://www.andy-preston.com/ask-andy/
Luke Marshall

Hi Andy, I’m a marketing consultant and my clients are telling me that they’re not doing advertsing and promotions anymore because they’re cutting budgets etc – the stupidest thing they could do, don’t you agree?
http://www.bobclubs.com Tracy Heatley

My biggest challenge is people saying yes then changing their minds, so I need to handle their objections to influence their decision or lose the sale.
http://www.bobclubs.com Tracy Heatley

My biggest challenge is people saying yes then changing their minds, so I need to handle their objections to influence their decision or lose the sale.
http://www.andy-preston.com Andy Preston

Hi Luke

Well I probably have a long list of ‘stupid things’ people do – and stopping sales and markering efforts in a tough market is definitely up there!

However, marketing is pointless and a waste of money if you don’t follow it up (and follow it up well). That’s the area that I find most people struggle to get right……
http://www.andy-preston.com Andy Preston

Hi Luke

Well I probably have a long list of ‘stupid things’ people do – and stopping sales and markering efforts in a tough market is definitely up there!

However, marketing is pointless and a waste of money if you don’t follow it up (and follow it up well). That’s the area that I find most people struggle to get right……
http://www.andy-preston.com Andy Preston

Hi Tracy

People will definitely reconsider buying decisions in the current market! To ensure this happens to you less, make sure your closing attempts happen as close as possible to their indicated interest in your product/service.

Which means following up sales leads promptly, and closing wherever possible in front of/on the phone with the decision maker.

If people are saying ‘yes’ but then going back on it afterwards, it’s classic ‘buyers remorse’ – having second thoughts about the situation (particularly if it’s their own money they’re spending!).

Look out for some further blogs on this topic soon!
http://www.andy-preston.com Andy Preston

Hi Tracy

People will definitely reconsider buying decisions in the current market! To ensure this happens to you less, make sure your closing attempts happen as close as possible to their indicated interest in your product/service.

Which means following up sales leads promptly, and closing wherever possible in front of/on the phone with the decision maker.

If people are saying ‘yes’ but then going back on it afterwards, it’s classic ‘buyers remorse’ – having second thoughts about the situation (particularly if it’s their own money they’re spending!).

Look out for some further blogs on this topic soon!