During my high school and collegiate days I ran track. I recall the numerous times I attempted new goals and failed to reach them. Or there were times when competing that required some changes. In both instances I returned to fundamentals,
Similar issues happen to those selling, Sales professionals compete each day with some days going great and others not so much. Sometimes no matter how hard you attempt to meet new prospects or close new deals it is similar to running up a mountain on a hot day with a 30 pound sack.
Rather than continuing on the path with no results it is best to review some fundamentals to center your efforts and reclaim your confidence.
To assist you here are seven of 25 aspects:
- Preparation – Never say hello without conducting complete research on your prospective buyer. Review annual reports, proxy statements, current news, and the company website so that you can engage in healthy conversations.
- Questions – Many keynote speakers use notes to guide their presentations. Therefore prepare a series of provocative questions based on objectives, measurements and returns clients desire. Do not think on your feet when you can prepare questions that lead clients on a path.
- Stop Prescribing – Clients desire value therefore your conversations must be value based. Stop sounding like other sales agents. Base discussions on results and outcomes. Stop telling information and listen to what they need.
- Value – Engage clients with a value proposition. End the features and facts discussion. If you desire a template on a value proposition contact me.
- Start Listening – A former mentor Norm Strauss had a wonderful ability to ask questions with a question. Sales representatives do not get information when they speak they do so when they ask questions. Be in control of every call by forming the discussion with purposeful questions.
- Evaluate – Every athlete always reviews strengths and limitations of competition, why not selling professionals? Conduct a quick SWOT and make your next client call better.
- Seek Council – Unfortunately when sales people reach out for aid they believe it is a sign of weakness; not true. Mentorship is a sign of power as individuals seek supremacy of their craft. Never be afraid to ask for help.
