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Selling for a living is challenging. There are many highs and frequent lows. 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 you are serious about maintaining a long-term career and increasing your sales, here are 14 things you should never stop doing. 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. Selling is no different. 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 programs, etc). 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. Enough said.
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? How will you reach those targets? What daily, weekly and monthly activities do you need to execute to achieve your goals? 6. Study your products. How much time do you spend studying and learning your products? Do you know the key differences between similar 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. 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. 8. Ask awesome questions. I've mentioned this...more than once! But 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. The key to delivering a great sales presentation is ensuring that it addresses your prospect's key issues and that it focuses on their needs and 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. If you consistently apply and execute these strategies you will definitely see an increase in your sales.
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4. Establish clear call objectives. Whether it's a face-to-face meeting or telephone call, you need to have a clear objective of what you want to accomplish. Closing the sale is NOT an objective.
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#1 Prospecting takes many forms in 2011, and it has to become part of your regular routine, bottom line!
#2 Create plans. I love the fact that you broke it down to by the week. The more focused a plan is, the better the chance it can be acheived by year's end.
#3 Show respect. This is often over looked, but has become more and more important in an ultra competitive business environment. Am I suggesting that it was not important in the past? Of course not! But this needs to be a huge focus today, because the difference between getting a sale and losing it can be very minimal.
Thank you,
Tim Mushey