- Clarify your mission
Understand what you do well and who needs your product or services. Figure out what your best approach is and how much it should cost. When selling a clear mission is extremely important to your prospect. It is very hard to spend money on something that you do not understand.
- Break the mission into specific goals
Keep track of the goals that you can control. The cold calls you make in a day, the sales calls that you go on, the referrals that you follow up on. This allows sales people to track their progress and measure and learn from your results. Organization is a sales person’s best friend.
- Sell to customer needs
Prospects are usually only going to buy what they need. This means that you must emphasize the benefit of your product or services in how it will help solve the prospect’s needs.
- Create and maintain favorable attention
Diligent follow-through and above-and-beyond customer service are the keys to maintaining it. Trust is built on one’s ability and their intent. By doing things the right way and following through with your word, you will build trust and gain more favorable attention.
- Sell on purpose
Always know what to do and why you are doing it, in every step of the sales process. If you do not know what do to, you need to get some training or guidance in this process. Many sales people will bring a subject matter expert with them on sales calls if the product or service is very technical or has many moving pieces.
- Ask, listen, and act
Ask questions, listen, ask questions, listen, and repeat this process until you know what the prospect is looking for. Then you can act and speak to the prospect about the solution that you may or may not have. If you do not have the solution for their problem, tell them!
- Take responsibility but not the credit
You are the leader and face of the company. When things go write give the credit to your team, and when things go wrong, take it on the chin, do not blame anyone else.
- Work on the basics
Everyone has room for improvement, there is not a perfect sales person. Everyone has a weakness, make goals to work on the things that you do not like, or are not good at. Set a benchmark sales person and try to reach their level.
- Develop your attitude
Your attitude is controllable. You need to use it to change your beliefs and over come your fears the prohibit you from being your best.
- Maximize your time
Focus on your goals and staying on task. If you can do everything on time in your schedule, then you have completed a day ‘s worth of goals. Take it one day at a time and the big picture will slowly start to become more and more clear.
testacr22
One of the best posts I have seen in a while! Great job! I love the layout of this and how easily digestible it is. I love your point on making goals to improve the areas of your craft that are lacking a little bit. This post is so applicable, good work.
I like the sell on purpose and sell to customer needs tips. I fell like it is very important to sell with a purpose and really understand what you are selling. It is also very important to sell to the customers need and not your own.
Great blog post. I think you did a fantastic job at relaying valuable information regarding sales to the reader. I personally like the point you made about , “taking responsibility, but not credit”. I feel that too many individuals only take credit when they succeed, and place blame on others when things go awry.
All of this points are very simple, but extremely helpful. Some of them we have talked about in class, there are some extra tips we have really talked about. I really enjoyed the taking the responsibility, but not the credit. I think especially in a field like sales its important to not be totally focused on oneself. In sales its easy to make sales situations egocentric situations, but a good sales person knows a lot more goes into a sale than just their own efforts.