Sales Activities vs. Selling Skills

Do you think more salespeople fail because they don't carry out the necessary sales activities (ie; get out and see the people) or because they lack the necessary selling skills (ie; questioning)?

That was a tough one, Jolly, but I think step one (prospecting) weeds out the boys from the men (or women). Anyone who can successfully get through phase one and consistently place themselves into a selling situation is bound to get the hang of the rest of it.

Originally Posted by Jolly Roger Do you think more salespeople fail because they don't carry out the necessary sales activities (ie; get out and see the people) or because they lack the necessary selling skills (ie; questioning)?

I do believe that doing the needful is more important. I will add that when a person makes a true effort to acquire good selling skills, including sales conversation skills, they are usually less reluctant to get out there and do it.

RM's reply is something I also agree with and it has a different slant.

Excellent observation JR!

Originally Posted by Gary Boye I do believe that doing the needful is more important. I will add that when a person makes a true effort to acquire good selling skills, including sales conversation skills, they are usually less reluctant to get out there and do it. RM's reply is something I also agree with and it has a different slant.

That sound about right.

Originally Posted by SalesGuy Excellent observation JR!

Thanks. I believe this is an important point for salespeople to grasp.

Originally Posted by Gary Boye I will add that when a person makes a true effort to acquire good selling skills, including sales conversation skills, they are usually less reluctant to get out there and do it.

I concur. Preparation leads to confidence.

Originally Posted by Jolly Roger Thanks. I believe this is an important point for salespeople to grasp.

Is this something that most sales training covers? That is the first time I have read that.

Originally Posted by RainMaker That was a tough one, Jolly, but I think step one (prospecting) weeds out the boys from the men (or women). Anyone who can successfully get through phase one and consistently place themselves into a selling situation is bound to get the hang of the rest of it.

So maybe "sales training" should focus more on how to get yourself to consistently perform these needed activities than how to get someone to say "yes".

Originally Posted by Thomas So maybe "sales training" should focus more on how to get yourself to consistently perform these needed activities than how to get someone to say "yes".

I do not feel these 2 activities are disconnected. In my work, I must call to make an appointment for the sales presentation. In order to get the appointment, someone must say "yes."

Same skills, different application--in my view. In the first case you are selling the appointment. The prospect must "buy" (his "yes" costs him "time" in this case; not "money.") On the presentation, he will say yes with money.

Originally Posted by Thomas So maybe "sales training" should focus more on how to get yourself to consistently perform these needed activities than how to get someone to say "yes".

You just described my new employee training.

Originally Posted by WobblyBox You just described my new employee training.

That's one way to play the numbers game. I can actually see this working. Assuming of course that the activities and procedures being taught are conducive to a sale.