Things sales people should never stop doing

Constant pressure to reach sales targets, customer and prospects that are more demanding, and changes in the marketplace all make sales a tough career... I know very few sales people who

Always Just Do it

Selling for a living is challenging

and frequent LOWS

There are many HIGHS

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 by chance, you haven't started doing some of

these, I suggest that you do start the sooner, the better

1 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

2 Improve your skill

Professionals in many industries

require regular upgrading up skills

The marketplace has changed and

what worked five years ago is no longer relevant Professionals in many industries

require regular upgrading up skills

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 etc) Professionals in many industries

require regular upgrading up skills

3 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

People who listen more, learn more

The more you learn the more effectively you

can position your solution or offering

People who listen more, learn more

Enough said

4 Establish clear call objectives

Whether it's a face to face meeting/telecon you need to have a clear objective of what you want to accomplish

Closing the sale is NOT an objective

Whether it's a face to face meeting/telecon you need to have a clear objective of what you want to accomplish

5 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?

I know very few sales people who actually create a business plan for the entire year

What sales do you want to achieve?

I know very few sales people who actually create a business plan for the entire year

How will you reach those targets?

What sales do you want to achieve?

What daily, weekly and monthly activities do

you need to execute to achieve your goals?

I know very few sales people who actually create a business plan for the entire year

How will you reach those targets?

6 Study your products

How much time do you spend studying

and learning your products?

Do you know the key differences

between similar products?

How much time do you spend studying

and learning your products?

Do you know the key differences

between similar products?

How much time do you spend studying

and learning your products?

Do you know how each product will actually

benefit a customer?

7 Network

Effective sales networking means attending the events that your key prospects attend

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

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

8 Ask awesome questions

Remember the ability to ask great

questions, tough probing questions, penetrating questions, is one of the most effective ways to increase your sales

9 Deliver great presentations

Don't confuse this with the ability to stand up in front of several hundred people and deliver a keynote presentation

Key to delivering a

great sales

presentation is ensuring that it addresses your prospect's key issues & that it focuses on their

needs &

objectives, not your agenda

10 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?

11 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?

12 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

13 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

14 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.

W i s h y o u a

Happy Selling