When I hire a new sales rep, I let them know I believe they’re good and that my job is to make them great. Problem is that I’m not great. I’m still learning, still sharpening my skills.
The best sales folks know they can never stop improving and adjusting their selling skills. They relentlessly pursue new ideas practicing the essentials of sales 101.
Average performers think they can build a career on the handful of “tricks and tactics” they learn during their first sales gig. Bogus!
Sales is an art, not a science. The recipe changes with every opportunity, every question and every prospect/customer. Last I heard, 90% of all sales people fail.
I don’t think they plan to fail, but I do think that they fail to plan. I think most sales folks are not afraid to fail, but rather afraid to succeed. They don’t believe that big accounts will come their way. They see other top reps making six figures but think they won’t get there. Bull! With the right strategy YOU can get there. By implementing sales tactics that work, engaging folks and following through, YOU will get there. Unless of course, sales isn’t for you.
Here’s a few focal points to consider.
- Set Sales Goals
- Identify Prospects & Referrals
- Make Successful Cold Calls
- Improve Face to Face Selling Techniques
- Use Sales Psychology
- Always be Selling
- Asking Better Questions
- Be a Better Listener
- Follow Up on Your Calls
- Make Your Best Presentation
- Build Trust & Confidence
- Add Value to Get the Sale
- Negotiate & Close the Deal
I’ll be blogging about each of these points in the coming weeks. If you have questions, comments or ideas, I’d love to hear them and even include them in my post.
Until then…….Good Luck AND Good Selling!