6 reasons why you struggle to sell

Tatiana

Tatiana Donets, part of our Sales Expert Team.

  

If you are in sales, you’ve probably learned the best practice and tips on how to be efficient and successful in the selling process. 

But are you aware of the things not to do?  

Despite all your best efforts, do you still sometimes fail at closing those deals? 

Do you sometimes lack confidence or motivation?   If that’s the case, then maybe you are doing one of the things listed below. 

   

  1. You speak more than you listen.

If you want to fail in selling, then be sure to speak as much as possible! Don’t ask any questions! Talk more than your prospects or clients. This way you are sure to push on them products that are not relevant and that they don’t need. 

   

  1. You focus on the features of your product, not the benefits. 

Let’s imagine you are trying to sell a pen. It has the following features: 

  • part of it is made of gold 
  • it weighs 60 grams 
  • it hast enough ink for 100 hours of writing 
  •  

So, you list all the features. You are very factual and precise. But it doesn’t make your client dream about your product.  Hence, he won’t buy it! 

Instead, you could paint the following picture for your client: 

Your client is enjoying a wonderful holiday, sitting at a beautiful desk in his summer house by the river, writing a best-seller or a love letter with this pen. Can you feel the energy shift? Yes, that’s right. 

People don’t buy what they need, they buy what they want! 

   

  1. You abandon too soon.

Did you know that on average a client will raise 5 objections before he buys? But most salespeople abandon after 1 or 2 objections! 

It’s not easy to feel comfortable when people express objections but, in the end, the prize goes to the most persistent one! 

 

  1. You have a negative attitude about your products, your company, or yourself.

What prevents most salespeople from being truly successful is their perception and attitude. 

Have you ever felt that: 

  • people you call find you annoying 
  • it can be a drag to call your potential prospects 
  • clients keep objecting to you (i.e., “I don’t have time to talk to you”, “I already have a provider”, “You are too expensive” …) 
  • certain days are difficult because you are being rejected a lot 
  • you don’t know your products or your clients well enough 

Negative thoughts and lack of confidence are immediately reflected in your body language and tone of voice. Studies show that clients can pick on your lack of confidence and insecurity even on the phone without seeing you! 

The result? No sale! 

   

  1. You don’t contact enough leads.

You may have heard the adage saying that selling was a “numbers’ game”. This means that you need to contact many leads to sell to a few. Out of 100 leads, you might only acquire 10 clients… 

How many clients have you contacted yesterday? Last week? Last month? … if your answer is “Nearly none”, you are clearly on the right track to fail to sell your product! 

On top of this, finding leads is not enough. You need to build a real relationship and trust, educate them about your services and your products. Your leads need to be organized in a sales funnel and “matured” to bring them to the decision to buy from you. 

   

  1. You want to finish what you’ve started!

How much time have you worked to prepare that smart, beautiful, and well-written PowerPoint presentation with 50 slides? Three, four hours, or probably more?! 

Now that you finally have that meeting with the client, you deserve to be listened to and to go through the entire PowerPoint presentation you prepared! 

Why would you waste all that amazing work just to adapt yourself and answer the clients’ questions? You could drift away from your slides! No way! 

______________________________________________________________________________________ 

   

Selling is not easy. It demands a whole set of different skills. 

Want to kick start your sales career or brush up on your existing knowledge? Would you like to have a comprehensive, yet short and effective methodology that will take you from A to Z of the selling process? Then check out our Sales Academy. We’ve got you covered! 

 

 

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Films where insurance plays a role!

Here is a non-exhaustive list of films and series where insurance plays a role. 

Would you think that insurance is a hot topic for Hollywood or Netflix? Probably not… however, insurance has been a great source of inspiration for movies as you can see below: 

  1. A Life at Stake
  2. Alias Jesse James
  3. Automata
  4. Cedar Rapids
  5. Double Indemnity
  6. Entrapment
  7. Evil Under The Sun
  8. Groundhog Day
  9. Lucifer 
  10. Memento
  11. Roadblock
  12. Save the Tiger
  13. Sicko
  14. Sleuth
  15. Strange Bargain
  16. The Big White
  17. The Incredibles
  18. The Killers
  19. The Last Seduction
  20. The Postman Always Rings Twice
  21. The Rainmaker
  22. The Truman Show
  23. To Catch a Thief

    

If you have some other titles to add, please let us know. Thanks in advance! 🙂

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E-Learning Market Size is Expected to Grow at a CAGR of 10.85% by 2025

  • “The global e-Learning market size was 171 Billion in 2019 and is expected to grow at a CAGR of 10.85% during 2019 to 2025.”
  • “North America’s e-Learning market share accounts for nearly 40 percent of the global e-Learning market.”
  • “APAC is expected to witness the highest growth rate that will give market vendors many opportunities.”
  • One trend in the market is the increase in adoption of microlearning, which refers to learning using bite-sized content. Since educational institutions and the corporate sector focus on personalized learning, there will be a growing preference for microlearning in the coming years.”

Source: https://www.prnewswire.com/in/news-releases/e-learning-market-size-is-expected-to-grow-at-a-cagr-of-10-85-by-2025-valuates-reports-819658695.html

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Insurance training is boring?

Most of us have been through corporate training, in companies’ meeting rooms, training centers or convention halls. There, even if the training sessions were not always interesting, the advantage was that you could meet new people, do some networking and at least have breakfast or even lunch. Hot coffee and warm croissants… it’s not that bad after all. What about the Return on Investment for that training? Well… 

Since the COVID spread around the world however, training has substantially evolved and gone online at a previously unseen pace. Companies that were only talking about digitization now had to do it! Under time pressure. Many companies were not ready and had to put together some online courses within a very short timeframe. As for the level of quality and engagement, well… 

In both cases, learners find the training sub-optimal, not to say totally boring. If 5% of your learners finish your online courses, it’s normal. No, it’s not! If you have the right management buy-in and the right online training, you should aim much higher. 

Does it have to be that way? Really?
Young talents expect – and deserve – more than this! We all love learning.

Alright, alright, but “some topics are more interesting than others”, “Insurance is dull, it’s boring.” Really?
Protecting the people you love and the things you like is boring? Insurance is connected to anything we do. There are countless beautiful or tragic stories related to insurance.

Besides, ANYTHING can be made interesting. It’s all about your state of mind… 

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Can dreams help you learn?

Introduction to lucid dreaming (in French, but you can switch on automatic subtitles on PC)

In the field of learning, methods continue to evolve. Some of them are experimental. At INGAGE we are constantly pushing the boundaries of e-learning. We look for new ways to develop ourselves, train our learners and improve user experiences.

Have you ever realised in your sleep that you were dreaming? If so, congratulations, you’ve had a lucid dream!

Almost everyone will have at least one lucid dream once in their life. Only 20% of the population does so at least once a month.

Study “Individual Differences Associated with Lucid Dreaming” by Snyder and Gackenbach

Having time to review a language, prepare for an exam, overcome a fear of making a public presentation is a dream for many!? Good news, you can train while you sleep. It is even possible to improve your sports performance.

This video (in French) gives you a good introduction to this activity with infinite possibilities.

What do you think? Have you tried lucid dreams yourself? 

Share with us any experience!

#e-learning #training #education #innovation

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ETH is volatile. What about Dai? xDai?

Ethereum is probably one of the most well-know cryptos around the world, together with Bitcoin obviously. 

Its value has kept increasing at an incredible pace over the past few years. The advantage has also been that it was very cheap to send ETH back and forth. 

However it has become increasingly expensive to exchange ETH.  Just imagine that you want to send the equivalent of 50 USD in ETH to a friend. It used to cost a few cents in what is called “gas fees”. Now, it’s sometimes 25 USD!

Not only can it be expensive to exchange ETH, but ETH is also extremely volatile. Therefore, a USD-pegged version of ETH was created: Dai! That’s good if you want to have a bit more stability, but it does not solve the gas fee issue. 

Therefore, xDai was created! xDai is actually based on another blockchain but it is compatible with ETH and linked to Dai actually. 

Now, while xDai is probably not as secure as ETH/Dai, the advantage is that the gas fees are nearly null. This makes it possible to experiment with a crypto (your own crypto even) at a very minimal cost. 

Enjoy! 🙂

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