Every salesperson will experience ups and downs throughout their career. It’s like seasons of good and bad times. Taking a look at the weather, there are seasons which are Summer, Autumn, Winter, and Spring. Likewise, for a salesperson, there are also 4 critical seasons which are MASK – Mindset, Activity Skillset, Knowledge.

From our experience of training more than 10000+ salespeople, we have discovered that when a salesperson is not hitting their targets, it is very certain that at least one or more of the criteria in MASK has not been met.

M- Mindset challenge

A salesperson with a mindset challenge will be demotivated. It’s easy to spot this symptom where he will tend to be very negative when it comes to his sales target like “That crazy boss, there is no way anyone can hit this ridiculous target!”

If the salesperson continues dwelling in this mindset, then his actions will follow through where he will most likely not hit his target. If the mind does not believe, actions follow.

The first step is to change is for him to believe that he can do it and when challenges appear, he will overcome them instead of just giving up. Our highly effective motivational training has successfully turned even the most stubborn salesperson into a performing salesperson during our training. Details here.

A-Activity challenge

Here, activity means doing real sales work. The work of a salesperson is to cold call, approach customers, follow up, set appointments, meet customers and etc. “

Most salespeople expect customers to appear at their feet ready to buy but today, the market has changed tremendously. If your salesperson is not calling their customers, your competitor’s salesperson probably is and is one step closer to getting that sale.

There is no short cut here, the solution is just to pick up the phone and start calling. We have designed effective techniques to ensure the prospects stay on the phone where your salesperson can close the sales in just a few steps. More information here.

S- Skillset challenge

Sometimes there are cases where the salesperson has the right mindset and is doing the sales activities, but he is still not getting sales because he is being objected to and rejected by clients every time.

In this case, he is probably lacking in skillset where he is not able to counter an objection given by a prospect.

This is quite a common challenge for most salespeople where whenever a prospect responds with something like “I’m not interested”, “I’m busy” or “so expensive!” the salesperson will back out because he does not know what to do next. In order to overcome this, proper sales training needs to be given to that salesperson.

We have designed a highly practical and effective method which we have trained thousands of salespeople around the world to tackle any objection given by the prospect. More information here.

K- Knowledge challenge

If none of those apply, then knowledge must be the issue. Knowledge is about knowing why your product is better than your competitors. By knowing that, you can convince your prospect to buy from you instead of your competitor.

Most salespeople engage in a price war where they try to match the price of their competitors because they think that customers will ONLY buy the one that is cheapest.

This is generally true that customers want the best deal. But if you can convince your customer that your product can solve their problem better than your competitor’s, they will most likely lean towards your product although it costs more.

If you think your salespeople fall into one or more of MASK and you need help fixing this issue, we would like to talk to you. Also, if you are still not sure how to identify the challenges of your salespeople, we can help you identify them even over the phone during the free consultation (no hidden charges). Let’s talk here.