You can have a fantastic attitude, but a positive attitude alone is not enough to guarantee long term success. You need goals and an action plan to get where you want to go. Behavior is the manner in which you conduct yourself. Are you getting the sales results that you are looking for from your sales behavior?
Sales behavior is the way you behave, the way you act, function or react. Do you have goals and demonstrate appropriate behaviors from a personal, organizational, and market targeting level?
You do know that without goals there is no reason to act, no motivation to take daily actions or to go the extra mile for a sale.
Appropriate sales behavior drives opportunities. Opportunities come from setting written S.M.A.R.T. goals, and firstly, from a personal level.
What do you want out of life or out of your business? Who could determine this for you and who can make it happen? What are the daily behaviors that you must apply to live the life of your dreams?
If you cannot apply those behaviors to yourself and accomplish your own dreams, how can you do it for anyone else?
It is those daily sales behaviors that when implemented, will make a big difference in the level of sales success within your organization.
For example, as salespeople, we need to be constantly networking, calling on prospects, qualifying them, presenting, helping them buy and following up with them.
When is the best time to be conducting these behaviors?
Naturally, it is when the prospect or client is available. So, let’s refer to these sales behaviors as “pay time” behaviors – those sales behaviors that lead us to the accomplishment of our sales goals or sales quotas.
What are the pay time sales behaviors that you need to conduct on a daily basis to meet your goals and when do you conduct them?
Now we all know that sales is more involved than just being in front of customers. Like any other profession, we need time for internal communications, training, paperwork and other forms of administration. These activities or behaviors are necessary but do not directly provide us with revenue. Let’s refer to these behaviors as “no-pay time” sales behaviors.
When you look at your week, each day you must plan and determine time slots for both types of sales behaviors, pay time and no-pay time.
What are the best times of the day for you to be in front of customers or to be contacting them? What are the worst times?
It is during the worst times that you should be conducting no pay time sales behaviors. Once you identify these sales behaviors and times, stick to them and watch your time management skills and results improve dramatically.
What about your market? Does 80% of your business come from 20% of your customers? If so, what does your 20% look like? Can you clearly define them? Now, where should you be spending your time?
I have found that it takes more time to sell smaller accounts that produce less revenue than selling large accounts that produce more revenue. If you take the time to define your absolute, beneficial and convenient (A, B, C) criteria, you will have a better handle on who you should be targeting especially if you want a maximum return on your time investment. Then, as you target in, you will be in a better position to obtain pertinent industry, organizational and client information.
A few improvements to your sales behaviors can make a significant difference in your sales results.
Excerpt from the book, Up Your Bottom Line, with the Velocity Selling System by Bob Urichuck
Bob Urichuck is internationally renowned for his “Buyer Focused” Velocity Selling System. For the last 15-years he has worked with fortune 500 companies and mid size businesses, to Inspire, Empower and Add Sales Velocity to Their Bottom Line. As the Canadian-based founder of international Bob Urichuck Management Inc. (www.BobU.com), Bob uses Singapore, Shanghai, Dubai and Ottawa as his ongoing hubs, having spoken in more than 1,000 cities in over 30 countries to an audience of 10,000. Read More >>
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Who cannot afford Sales Training these days?
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