Edit ModuleShow Tags

Exploding the "numbers game" myth


Published:

The “numbers game” myth decreases your chance of success.  It makes selling more complicated and harder than necessary. Selling is not a numbers game: It's a performance game.  The “numbers game” myth is used by those who believe in luck and chance to close sales. Sales are generated through skill and technique.

Here’s how some sales people are currently choosing to play the outdated version of the numbers game:

Monday, reach out and call 100 unqualified prospects, utilize an outdated approach that turns people off, use phrases that sound like you are stuck in 1972, listen to a total of 98 “No thanks, not interested,” and end up with two appointments. Tuesday, repeat the same insanity.

Here’s how smart salespeople are choosing to play the updated version of the numbers game:

Monday, reach out  to X number of qualified prospects, utilize an efficient approach that engages people to open up rather than shut down, focus on having a conversation not a pitch, seek to understand issues before pushing your solutions and use language that makes you stand out from the competition. Results:  You wind up with many real conversations that lead to many appointments with qualified prospects who say “Yes.” Tuesday: repeat your success.

Salespeople who play the outdated version of the “numbers game” wind up practicing and reinforcing inefficient techniques and unproductive strategies. They continue to use, “Hi, this is X and we do Y and wanted to see if you were interested in Z," and hoping for a different result. That outdated approach is waste of time, money and energy. It is a game you should stop playing.

The old school, worn-out, obsolete sales techniques that were once successful have completely lost their efficacy in this economy.   Many salespeople think that if they cast a wide enough net and try to sell to anyone in that net, they’re bound to find someone.  That may work in some cases, but this sort of needle in a haystack approach is not a strategy; it’s just bad business. 

Salespeople need to focus on their unique value and target clients with the greatest impact on their business. Focus on a message that speaks to the prospects' pains, problems, issues and challenges, not your product or solution.  Instead of playing the “numbers game,” identify where to focus your efforts and update your sales language to maximize your results. When you change your approach, you change your results.

People want to do business with someone who cares about them and has their best interests in mind, not someone who is only in it for themselves.  Hone your skills and approach the sale like no one else. The only numbers you will have to worry about will be the large numbers on your paycheck. 

If you are a business owner or salesperson and you still believe that selling is a numbers game, then you are saying that you lack the skills to control the outcome. It's only when you focus on selling to great prospects that you will see great numbers.

That's not a game. That’s what I call a great sales strategy.

Edit Module
Liz Wendling

Liz Wendling is a nationally recognized business consultant, sales strategist and emotional intelligence coach. Straightforward, practical and sassy, Liz’s innate gift is helping professionals transform their sales approach and evolve their sales strategies. Liz shows people how to discover their sales comfort zone and master the skill that pays you and your business forever.

Liz believes people need to stop following the masses and start standing out and differentiating themselves. Her super powers are designing customized solutions that deliver outstanding results. She enjoys working with professionals who are committed to kicking up the dust, rattling some chains and rocking the foundation of their business.

Go to: www.lizwendling.com or email Liz@lizwendling.com

Get more of our current issue | Subscribe to the magazine | Get our Free e-newsletter

Edit ModuleShow Tags

Archive »Related Articles

How to create meetings worth attending

If you’ve ever fallen asleep in a meeting, you’re not alone. Research from Atlassian found that nearly 40 percent of people have nodded off in the conference room. Making a meeting effective and stimulating can be tough, but there are ways.

How Denver restaurants and retail adapt to rising rents

The general rule is simple: A restaurateur’s occupancy cost – rent plus interrelated fees – shouldn’t exceed 10 percent of gross sales. For many local joints, though, it’s become challenging to operate within those parameters.

Is a coding career in your future?

There is no formula to triumph as a programmer. Attention to detail is key, and an ability to problem-solve and self-start to uncover answers to questions are musts. But perhaps the most important quality is this one.
Edit ModuleShow Tags

Thanks for contributing to our community-- please keep your comments in good taste and appropriate for our business professional readers.

Add your comment: