There are a number of things you can do to help boost your overall success. You can start by following these 7 tips:
1. Quality over Quantity
Sales is not always about the numbers, as some people would argue. The point of sales is to create quality conversations with prospective clients. Those that thrive in sales have qualification criteria and try not to waste their time on people that are at too low a level, companies that won’t benefit from their products/services, or buyers that don’t have the money to make the deal happen. Successful sales people work to find out this information early on, so they could focus on the files that matter.
2. Always have a Next Step
Never leave a sales meeting with a client without a solid next step that both of you agree to. Often times you will hear objections such as “just email me a few times that will work and we’ll put it on the schedule.” In most cases this does not work and takes you out of the driver’s seat. Sales people find themselves chasing after clients days after writing the email and playing broken telephone, making the sales pitch highly unproductive in the process. The next step should always be tentatively set. Remind the prospect that if they wish to cancel, they could call you to arrange another time.
REMEMBER: When a prospect makes a commitment on the spot, they are much more likely to follow through.
3. Ask, listen, and act.
These three words define sales success. Your questions must be creative, planned, and purposeful. Your listening skills must be well-developed, showing the prospect that you are keen on meeting their needs and making them your success story. You must then respond and take action while proving that you listened to them and want their business.
4. Develop an attitude
Your attitude can only be controlled by you; no one else can do it for you. Conquer your fears and face them head on. Eliminate any vocabulary that will limit your success and develop an attitude that will help you climb the corporate ladder. Remember, your thought habits control your commitment, enthusiasm, persistence, resilience, happiness, and confidence. With time and effort, you can become the person you want to be.
5. Pace yourself
Prospecting is a very time-consuming and arduous task. Allocate a specific amount of time each day (week?) and keep to the schedule. It is always easy to put something ahead of the prospecting activity but make an appointment with yourself and don’t break it.
6. Commit to Lifelong Learning
Commit yourself to lifelong learning. Read, listen to audio programs, attend seminars, and never forget that the most valuable asset you will ever have is your mind. As you continue to learn, you will eventually become the one of the most valuable salespeople in your industry. The more knowledge you obtain that can be applied to practical purposes, the greater will be your rewards.
7. Shorten Meetings
Try scheduling short, 15 minute meetings with prospects. This will help you have more productive and effective meetings. It will also compel prospects to come and talk, especially when they have busy schedules and almost never time.
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