Not having the Sales Success you need? Here's 6 reasons why...

When a company fails, the usual reasons get trotted out; "unfavourable market conditions" "the longest recession since xxxx" "fashions have changed" "the internet".

Maybe it's the same if you don't reach your sales targets?

In my book these all group together into one 'not me guv' excuse. Anyone hiding behind these reasons for a failing business or (closer to my specialist subject) lack of sales, is what's called 'in effect'. They are letting those external factors be an excuse for their own lack of achievement.

They need to look somewhere else. And if you know me well you'll probably know where I'm going with this.

If you are not having the level of sales success you need right now, my question to you -- and it's a challenging question is...

How, by your actions or your non-actions have you contributed to your current situation?

Ask your team that question too, or these coming up...

For example...

Where have you procrastinated?
This is one of the most common causes of failure. Most of us are waiting for the "time to be right" to do those things that will make a big difference. Well the time will never be "just right", so start where you stand, work with whatever tools you have, and find better tools as you go along.

Where have you shown lack of persistence?
Most of us are good "starters" but poor "finishers" of everything we begin. Many give up at the first sign of defeat. There is no substitute for persistence in sales.

How defined is your purpose in your job and your life?
The most successful people in sales and business that I've ever met knew exactly WHY they were on the path they were on. It wasn't just for their professional success; it's that they had a crystal clear vision of what they were going to do with that increased success. Many I meet who are struggling do not have that beautifully defined aim.

How are you developing your personality?
There is no hope of sales success for the person who repels people. When you reflect honestly, is your persona drawing people to you -- or driving them away? If you're driving them away, what adjustments can you make?

What do you believe about you?
What do you believe about your own sales ability? If you're not achieving the sales you need it's highly likely that your limiting beliefs are at play. You may be aware of some of them. Others are buried beneath the surface. Beliefs about yourself will massively impact on whether you hit your targets or not.

Where have you been over-cautious?
If you take no chances at all you'll be left with whatever is left when others have finished choosing. Over-caution is as bad as under-caution and both should be guarded against. Remember though, life itself is filled with the element of choice, all day, every day.

Sales Success? It's all about the psychology.

Until next time.


Check out our "Tricks of The Trade" archive here for all things sales
Leigh Ashton
Leigh Ashton> website | all articles
Hi I'm Leigh Ashton of The Sales Consultancy

Whether you're a small business or a leading brand, an area manager or a Chief Executive, whether you're new to sales or an experienced sales professional. Even if you're not in sales at all but want to understand it, you've come to the right place.

The World of Sales is changing.

Today's conventional sales training doesn't address the psychological barriers that get in their way.

My approach takes your sales team through a process that:

* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales

And at a higher level...

* It creates more success in other areas of their lives so they are happier generally...and happier sales people generate more sales

Wherever you are on your personal sales journey what's the best course of action for YOU.

- Sales Training - that actually gets results
- Leadership and Management
- Personal Coaching and Mentoring
- Sales Mentoring Programme
- NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
- Keynote Speaking
  • /data/userPictures/F020CCF2-B6CA-4FE1-A4BF-C3E94839B7AA.jpgABOSEDE IDOWU, MRS11/2/2015 5:31:54 AM
    I believe from this Article being a seasoned Sales person is more about the individual attitude. or should i put in motivation either external or internal?

  • /data/userPictures/3243AF74-6C14-4A30-9F93-4A87DE5AAC5A.jpgLeigh Ashton11/2/2015 3:59:18 PM
    Agreed Abosede. Attitude is paramount AND the level of motivation of course. Thanks for your comment

  • /_ckcommon/images/blanks/userPicture.jpgAbdul Malik11/13/2015 4:51:31 AM
    i want ask mrs leigh ashton, i am a sales in telecomunication data system in indonesia call Lintasarta, case in my company training is number 2, work is number 1 how about that, if you ask training must be get result. and i am a new employee in may company, please give me some inspiration, so i am make a profesional sales. thank you.

  • /data/userPictures/3243AF74-6C14-4A30-9F93-4A87DE5AAC5A.jpgLeigh Ashton1/12/2016 4:23:52 AM
    Hello Abdul - First let me say I'm very sorry as I have only just seen this message - somehow it slipped through, so sorry for the late response.

    I would say that to be successful in sales you should take 100% responsibility for your own training. Make sure you know your products well and yes, demand some training from your company if you need to know more than you do.

    Then it's up to you to develop yourself. There is of course lots of information on The Internet and you need to check which of this would work in your situation.

    In terms of help and inspiration from me and the companies I have....

    For individual sales people we have a series of blogs and other materials, based on both our brands and Check out our blogs from The Sales Consultancy and Sasudi

    I'll add more on the next comment as I have ran out of space!

  • /data/userPictures/3243AF74-6C14-4A30-9F93-4A87DE5AAC5A.jpgLeigh Ashton1/12/2016 4:24:22 AM
    Here are some other links to supporting materials which you may find helpful...

    "The 9 Biggest Sales Mistakes"
    Here's a link to my free report "The 9 Biggest Sales Mistakes" - often a good starter for those wanting to find out a little about the psychology of selling and what we do at The Sales Consultancy

    Articles archive?
    Here's a link to other free stuff - my "Tricks of The Trade Archive" - a whole bunch of articles going back several years on the psychological and practical aspects of selling.?

  • /data/userPictures/3243AF74-6C14-4A30-9F93-4A87DE5AAC5A.jpgLeigh Ashton1/12/2016 4:26:16 AM
    iSell: Unlock your winning sales mindset?
    This is a good initial investment - over 150 pages of sales help centering once again on the psychology of you - and the psychology of selling. Here's the link

    "The Essential Sales System for Small Business"?
    There's over four hours worth of content on this 4 x DVD set - Click here for more details
    Download version

  • /data/userPictures/3243AF74-6C14-4A30-9F93-4A87DE5AAC5A.jpgLeigh Ashton1/12/2016 4:26:57 AM
    By the way, we're just about to launch our new brand which has been developed specifically to help small businesses. If you think that might be you then why not go over there, pre-register for a Free Trial (no upfront card details taken!) and you'll get regular tips and much more as we head towards the main launch in January. Over the coming months The Sales Consultancy will be focussed more and more towards larger corporates requiring training. Sasudi will all be about small businesses and addressing those sales and marketing challenges specific to them.

    If that appeals to you, check it out here... It's called

    Hope this helps.

    Best of luck


  • /data/userPictures/C3411CCD-8FA1-4F25-BE8C-0D1CF6FCC575.jpgDavid Lovelace1/24/2016 5:47:55 PM
    Misdirected action pursuing business with non-decision makers hurt my numbers last year. I am determined to identify early on in the sales cycle, "Who in addition to yourself will be involved in this decision?"

  • /data/userPictures/3243AF74-6C14-4A30-9F93-4A87DE5AAC5A.jpgLeigh Ashton1/26/2016 4:57:52 AM
    That's a great learn David. Very often that enthusasm to proceed blocks out the need to take a good look at who is involved, the influence they have and the decisions they are allowed to make.