The first thing you need to do to be successful in sales is to understand that it is not all about the #’s in most cases. You will have many of the same challenges when conducting phone presentations to your potential buyer(s).
The first thing to remember is your bottom line is determined by the goals that are set for you and hopefully once you achieved an area of confidence where you are able to set your own goals that exceed those being required from you. This should always be the first thing you look at every morning so you know where you are for your daily and monthly tracking numbers. Being proactive and not reactive is the key to keeping your ultimate goal in the front of your mind because if you are in sales most likely you are in it to make as much money as possible through incentives and commission. The second thing you need to do is plan your work and work your plan. This means write down a priority list of the items you need to complete either that morning or I have found recapping the previous day while it is fresh in your mind and making the next morning list ready to start that next day running. Like I had mentioned earlier, the numbers will take care of themselves if you – understand #1 your ultimate goal, #2 plan your work and work your plan effectively. The 3rd thing is the KISS rule – keep it simple stupid – this means work smart not necessarily hard. This is achieved by incorporating #’s 1 & 2 and repeating this process each and everyday. In conducting sales to potential buyers always remember that they are buying YOU not your product or service. If you are empathetic to your buyer you will win every time. What this means is to ask open-ended questions to get your customer to talk to you so you can build an initial relationship with them, gain trust and understand what their hot buttons are through listening to them. You maybe asking yourself “that is a lot of stuff to remember” well once you realize that you are not a robot and you are able to speak on the same level with your customer this will come easier for you each time you pick up the phone. Here are some things for you to remember – get as many yes answer’s from your customer up-front, at least three before you jump into any sales pitch. You will do this by asking simple questions like, “You must have a need for less stress in your life right?” And 99 out of 100 people without even thinking will answer, “yes”. This question works in two ways, One, it shows that you understand most people are under a lot of pressure and 2, it makes your customer think about the stresses in their lives, plus you gained agreement which is a positive. You as a sales person must always listen. This is the key to your success and also listen to what going on around your potential buyer, the television, radio, kids running around, their pets, anything that you can use to get their attention and gain agreement. Because all those noises in the background are a part of their life and it is what happens in their life most everyday. Remember to start your day with your goals in mind and in writing. Understand that if you don’t make it happen it will happen for you.
Make your next sales day one that is planned and executed to hit that ultimate goal. Good selling to you and your future.
