Improve Your Selling – Starting Today
As professional salespeople we can live through far too many highs and lows for our own liking. Mostly when that happens we are told to go back to basics, and that is a good idea, but far too often going back to basics alone can become another point of frustration especially if the seller does not get the results they want within a short space of time.
So rather than just stating the obvious, I have prepared a series of ideas and suggestions that should get you thinking a little deeper about getting back on track and producing the results that may have been your challenge for a little longer than you had hoped for.
Work Your Forgotten Clients
So many companies spend a fortune attracting new business and forget they’ve got an already established gold-mine at their disposal – old clients – if only they’d work them.
One of the best ways to establish an old client list is to use old warranty forms. The ones found in boxes whenever an appliance or an item of value has been sold. But what do most business houses do, they allow he warranty document to go home with the purchaser where it may or may not be filled in.
However, if the business house removed the document and asked the purchaser to complete it there and then, and the retailer send it on to the supplier – two things would happen. The seller would get the necessary follow up details there and then, and the purchaser would have the document dispatched on their behalf – both are good long term follow-up and service points.
Whether your business manufactures, imports or distributes products, these documents are a “gold mine” of prospects waiting to be worked. If your business distributes within a prescribed territory, then get in touch with the manufacturer or distributor and they should be happy to pass on the same leads.
Once the leads are sorted and can be appointed. If an upgrade sale can not be made for whatever reason, the salesperson can then sell an upgrade warranty. Either way, there should be revenue generated from many of the leads worked.
Be Different to your Competitors
Talk different. Apply a selling style that’s different from your competition. Ensure what you’re selling is seen to be different from your competition. Above all, be sure what you’re presenting stands out from what competition has to offer. The rule of thumb is – talking different pays better too. Keep that in mind.
Prepare different. Being prepared doesn’t take the fun out of being spontaneous. In fact being prepared makes your spontaneity more appreciated. Prepare and apply written sales call objectives. Prepare and practice the benefits of your products and services. Prepare and work on how you will handle the price objections. And you can prepare really personal and different “Knock your socks off” sales proposals.
Do Different Things and Do Them Well
Try different things. Look for the differences in people and the things around them, their workplace, their home, their furnishings and the car they drive. Compliment them on the little things you notice. Take note of what works and what doesn’t work. Try taking small chances to try different things on a daily basis. Try doing your normal and routine things a little different on a daily basis. But above all be sure you’re selling is different, even let your prospects know from time to time that you’re trying different things.
Remember this, those who get the best results are the ones who’ve identified their strengths and worked at improving them; identified their weaknesses, then worked with a professional at gradually turning them into a new strength.
You need an Ability to Analyse
The ability to analyse is important – especially to a salesperson. Yet very few analyse the value of each call, then worked out how much each call has cost. This is one of the things the high achiever always seems to be aware of, the above average achiever works on less frequently, but the average achiever never attempts.
You need to Understand about Achievement
High achievers have known for quite some time that confrontational, debate oriented presentations are a thing of the past. So how do we get the message across to so many of the average achievers who still practice this outmoded style? A style they usually learned from others who have never had even one sales lesson in a life-time of mediocre results.
High motivation can compensate for a lack of talent. That’s the main reason so many seemingly “lacklustre” people can accomplish feats which the more talented find hard to comprehend.
High performance salespeople emphasise their work habits by priorities, and high performance salespeople understand that a well thought out learning programme is a foundation for progress. They also understand that excitement and good intentions without knowledge are nothing more than frustrating and useless. Moreover, high performance sales people who are enthusiastic have a high closing ration and are popular. On the other hand, low performance sales people have a low closing ratio and have less popularity. The best litmus test you can engage in is to continually monitor your popularity rating. If you want your closing ration to improve, work on your popularity first. When this is to your satisfaction, work on your sales techniques.
High performance sellers will never compromise their values and high performance selling is much more than luck. It has a lot to do with your strengths, weaknesses, abilities, talents and determination. But remember high-performance people are there because they’re good, or are they good because they’re there? The answer is both. The high-performance achievers are there because they’re good, and stay good because they are already there.
And Pay Attention to Your Attitude
Succeeding or failing depends upon attitude and this is never truer than in challenging times. In good times, we don’t pay much attention to our attitude, but challenges are constant in our lives, so if we are to succeed, you must keep our attitude positive, even in times of crisis. This is because most of the time, we are either moving into, in, or out of a crisis period.
The Truth of Classical Selling
The joy of selling should never be interrupted by the truth, and classical selling is the kind most salespeople keep hoping will turn into an order.
Famous 15 Minutes
Remember, the day will come when everyone will be famous for fifteen minutes – so don’t exceed your quota … you’ll be disappointed.
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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