14 Things Sales People Should Never Stop Doing
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14 Things Sales People Should Never Stop Doing
by: Kelley Robertson
Selling for a living is challenging. There are many highs and frequent lows.
Constant pressure to reach sales targets, customer and prospects that are more
demanding, and changes in the marketplace all make sales a tough career.
If you are serious about maintaining a long-term career and increasing your
sales, here are 14 things you should never stop doing. If by chance, you haven't
started doing some of these, I suggest that you do start...the sooner, the
better.
- Prospect. If you do nothing else but prospect for new business every day
the chances are you will always be busy and seldom, if ever, experience
peaks and valleys in your sales.
- Improve your skill. Professionals in many industries require regular
upgrading up skills. Selling is no different. The marketplace has changed
and what worked five years ago is no longer relevant. Make the time and
invest in regular self-improvement programs (workshops, conferences, books,
audio programs, etc).
- Listen more than you talk. People who listen more, learn more. The more
you learn the more effectively you can position your solution or offering.
Enough said.
- Establish clear call objectives. Whether it's a face-to-face meeting or
telephone call, you need to have a clear objective of what you want to
accomplish. Closing the sale is NOT an objective.
- Create plans (yearly, quarterly, monthly and weekly). I know very few
sales people who actually create a business plan for the entire year. What
sales do you want to achieve? How will you reach those targets? What daily,
weekly and monthly activities do you need to execute to achieve your goals?
- Study your products. How much time do you spend studying and learning
your products? Do you know the key differences between similar products? Do
you know how each product will actually benefit a customer?
- Network. Effective sales networking means attending the events that your
key prospects attend. A friend of mine deals with high-ranking executives so
he attends high-profile fundraising dinners. The cost of entry can be
expensive but the return can be excellent.
- Ask awesome questions. I've mentioned this...more than once! But the
ability to ask great questions, tough probing questions, penetrating
questions, is one of the most effective ways to increase your sales.
- Deliver great presentations. Don't confuse this with the ability to
stand up in front of several hundred people and deliver a keynote
presentation. The key to delivering a great sales presentation is ensuring
that it addresses your prospect's key issues and that it focuses on their
needs and objectives, not your agenda.
- Adapt your approach. Do you ever consider the personality style of the
other person when planning your sales presentation? Do you know if your
prospect prefers correspondence via email, texting, face-to-face or
telephone? Is your prospect a 35,000 foot view person or do they like to
know every detail?
- Set high goals. People with the highest goals tend to achieve the most.
Are your goals challenging and motivating? Do you even set your own goals or
do you simply take what's given to you by your boss?
- Be persistent. Four or five years ago it would take an average of seven
calls to connect with a new prospect. Now it's a safe bet to say that it can
take as many as twelve or more, just to make that first contact. You need to
be diligent and persistence.
- Forge relationships. Developing and maintaining great relationships with
prospects, customers, friends and other people in your network is one
activity that will ALWAYS pay off.
- Show respect. I have seen, firsthand, how poorly some sales people treat
gatekeepers and receptionists and it always disappoints me because I am a
firm believer in treating people with respect and dignity. Yes, that person
may only be the receptionist in your eyes but they often hold the key to the
Presidential Suite. Treat them accordingly.
If you consistently apply and execute these strategies you will definitely
see an increase in your sales.
© MMXI Kelley Robertson, All rights reserved.
Kelley Robertson, author of The Secrets of Power Selling helps sales
professionals and businesses discover new techniques to improve their sales and
profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing
to his free newsletter available at
www.kelleyrobertson.com. Kelley conducts workshops and speaks regularly at
sales meetings and conferences. For information on his programs contact him at
905-633-7750 or
Kelley@RobertsonTrainingGroup.com
Contributor: Kelley Robertson
Published here on: 11-Mar-12
Classification: Sales
Website:
www.kelleyrobertson.com
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