I’ve effectively been in sales all my life, though I didn’t realize this until much later when my entrepreneurial endeavors became successful. Upon reflection of my earliest memories I realized sales and entrepreneurialism was in my DNA. It began when I was 3 years old, performing songs in front of my family for money, operating lemon aid stands on my front porch, newspaper routes, starting a grass cleaning business, snow removal, pretty much anything for a dollar through my toddler years. I was clearly looking to get a quick
start to my journey of riches!
I finally succumbed to the entrepreneur in me, during my second year of university, when I postponed my law degree to venture into a career in sales. When working as a sales professional, you are in essence in business for yourself within the safety net of the company. You control the outcome of your income and directly impact the exponential growth. Or in short, you get out of it what you put in. Sales provides you with limitless
income opportunity, which is why I find it the best occupation on earth.
Through my years of being in sales and in business, I’ve made several observations of what the philosophies, actions and attitudes of the most successful salespeople are and today I’ve outlined them for you.
Start by considering and answering these four key questions:
1. WHO ARE YOU?
What are you opinions, prejudices, values, beliefs, and old baggage that may be sabotaging your sales success? A thorough and honest self-appraisal is critical if you want to successfully sell in today’s business climate.
2. WHAT IS YOUR BASIC FUNDAMENTAL PURPOSE OR MISSION
IN SELLING?
Is it to make money, serve your clients or grow your company? What aspect of
selling do you feel passionate about? Your reasons, more than your goals, will
determine your sense of peace, balance, and fulfillment in your sales career.
3. WHAT TYPE OF PEOPLE DO YOU LIKE TO BE AROUND?
How do you like to spend your career time? What else is important to you in your life besides your career? Selling is about building successful, positive, ongoing relationships.
Your overall success will be greatly affected by your willingness and ability
to establish and maintain positive relationships.
4. HOW MUCH TIME ARE YOU DEVOTING TO YOUR PERSONAL
GROWTH?
Do you regularly read books; attend seminars and network with people that can
help you? A successful selling career requires stamina, energy, and passion.
To be successful you must thoroughly know your clients’ business. Follow these key steps to develop successful client relationships and sales results:
1. SOLVING YOUR PROSPECTS’ OR CLIENTS’ PROBLEMS IS NO LONGER AN EFFECTIVE SALES STRATEGY.
Find out what is preventing your prospects from getting a good night’s sleep. Determine what is worrying them, and you won’t have to worry about customer loyalty, reducing prices, or over-aggressive competition. Even poor salespeople can solve a client’s problem with the right product or service.
2. PEOPLE BUY FROM PEOPLE THEY TRUST, NOT PEOPLE THEY LIKE.
They key to building trust is simple. Promise a lot and deliver more. Do what
you say you will do and then some. Peak performance salespeople study their
clients’ business, industries and their competition and are walking encyclopedias
on their own products and services.
3. SUCCESSFUL SALESPEOPLE DON’T SELL PRICE; THEY SELL VALUE.
When you focus on price because of poor product or client knowledge, or poor
sales skills, you will always lose in the long run. Clients want the best value
for their dollar so if you always sell value, you will never have to worry
about losing business to the competition.
4. EFFECTIVE PROSPECTING IS THE MOST IMPORTANT SALES SKILL YOU WILL EVER NEED TO MASTER.
It is more important than good closing techniques or presentations. The most important element of the sales process is gathering information. The best salespeople never go into a sales situation without planning their questions to gather the information they want, so focus on asking questions and listening as opposed to presenting.
5. AN EFFECTIVE SALES PRESENTATION IS A TWO-WAY CONVERSATION.
Many salespeople have been trained to deliver their sales message as a programmed discussion of features and benefits and the pros don’t deliver this way. The successful salesperson customizes each sales conversation to the buying style, needs, interests, desires, and problems of each buyer.
6. SALES RESISTANCE GIVES YOU VALUABLE INSIGHT INTO
YOUR PROSPECTS THINKING.
Successful salespeople don’t try to maneuver around this resistance but get it into the open quickly; they don’t run and hide from price objections but bring up the value of working with a quality supplier early in the sales process.
7. CLOSING THE SALES IN NOT A MATTER OF MANIPULATION OR HARD-SELL TACTICS.
Poor salespeople try to turn poor prospects into customers; good
salespeople identify good prospects early and help them get what they want.
They accomplish this with good listening skills, a lot of client or prospect
understanding, and a willingness to be flexible and compromise.
8. AFTER SALES SERVICE IS THE GLUE THAT KEEPS CLIENTS
LOYAL, BUYING MORE, AND WILLING TO GIVE YOU REFERRALS.
The best salespeople work as hard to keep their clients as they did to get them. They understand that clients always have new choices for the services or products they sell.
Poor salespeople take the money and run.
If you want to excel in the greatest profession on earth today and in the years ahead, refocus your attitudes and approaches, and don’t be afraid to adapt or change your
strategies.