Act the same way on every sales call. The optimal salesperson knows the most effective process to close deals. They know they need to do sales steps A, B, C, and D, in that order, every time. Consistency. No exceptions. The moment you begin to allow exceptions is the moment your process falls apart. You don’t think you need to do step B for a particular prospect? You are likely to think you don’t need step B for the next prospect either. Or the prospect after that. Your entire sales process will break down. Therefore, it is essential that you act the same way on every sales call, regardless of the uniqueness of a particular sales opportunity. Act the same way on every sales call.
Archives for August 2016
How your expectation affects your sales effectiveness
August 11, 2016 by
Your expectation has a dramatic affect on your sales effectiveness. Expectation is what you truly believe is the likely outcome of your actions. it’s not a matter of just telling yourself what to expect, you truly have to believe it. The fact is that you will generally live either up or down to your true expectations. You know this is true from your own experience. If you ever heard yourself say ” I knew that would happen” after a failure or a loss then that was a manifestation of the phenomenon. This happens because your beliefs (expectations) affect what you do and they communicate themselves through your tonality and body language when you speak. And tonality and body language communicate much more than the words you say do. So, the secret is to work on your beliefs which will change your expectations which will then change the outcomes you get.
Time Management for Salespeople
August 10, 2016 by
The best time management tip for sales people is to qualify prospects more effectively. Let’s say a salesperson has ten prospects. It is standard procedure for them to present a sales proposal for each prospect that takes four hours to prepare. That’s 40 hours of work. However, in reality, maybe only two of those prospects are genuinely qualified prospects. Preparing proposals for these two prospects will take only eight hours. This approach saves 32 hours of time. How many sales calls can that sales person make with 32 hours more time to work with? Manage your time better by working harder to qualify prospects and then limit your efforts to closing the deal on those qualified prospects.
Do you have 5 minutes to talk?
August 3, 2016 by
Do you have 5 minutes to talk today? You have a relationship with a prospect. You’ve had previous conversations. However, it’s been so difficult to get them on the phone. They are continuously busy. Perhaps they are busy because they think they need to find a 30 or 60 minute time slot. There just isn’t time for that. However, they could find 5 minutes in their day. Your 5 minute phone call might be just the break your prospect needs today from a project they are working on. Send them an email with “do you have 5 minutes to talk today?” as the subject line. Try it as a text. You have nothing to lose and an appointment to gain. Do you have 5 minutes to talk today?
