Quick guide to highly effective Salespeople
Every salesperson are fired up and focused at first couple of months. Ultra high and positive even being bombarded by rejections from prospects even from families, the agent pushed thru. They close sales on their first 3 months.."Ice breaker" as they say. Another month followed, another sales quota , another I need to talk to you moments with the boss. Now wondering how come I'm not closing any sales now? Excuses started to come out of this promising Super Salesman. " the market is saturated", "our products are inferior to our competitors", "traffic!". This is what losers do, blame others. Winners step-back, go back to the drawing board and work on where they fail. Here are 4 guidelines on what to look for and start honing it.
1. Knowledge
Maybe you have to go back to your 4 Ps. Product knowledge, the features of your product/service, benefits of the products you are selling and their benefits on customers dealing with you, your advantage over your competitors. Maybe you did not highlight enough the promotions your company offer or the discount that you can give, Maybe you are hard to reach or prospects don't even know where to reach you. Advertising yourself and your number can be done in your social media or even texting your smartphone contacts. You must also know your competitors strengths and weaknesses . Your edge over your competitors, the rising-untapped market. Most car salesman are focusing on those employees who is contemplating on getting into the transport network vehicle services. New car dealers are tapping the food-truck business. Study, Read. Get knowledge.
2. Attitude
I remember hearing two salesman who are planning to work-with and trying to saturate a nearby city. Salesman 1 said " men, it's raining, you can not get sick nowadays, meds are too expensive" so they stayed at the office and wait for the rain to stop. Noon came, Salesman 2 said, " It is so hot out there, we can not see prospects all sweaty and smelly?" so they agreed to stay. Around 4:00 pm. Salesman 1 said " Have you heard the news? the traffic will be horrendous during rush hour because of a protest, we better head home now.
What will you do after hitting your goal? Pat your back for a job well done and take expensive coffee with friends. or you "Strike while the iron is hot!". What do you do after losing a sale? Feel bad and go out drink with your friends. " It is not what happens to a man, but how he reacts after what happen to him" (heard that from a Jon Jones vs cormier prelims). Shape up or Ship out.
3. Skills
Victor Antonio always say " Selling is easy, when you know how." Marines" All skills, no luck".
How was your Prospecting? Do you know howto generate leads How was your phone conversation skills? How was your sales presentation skills? How many times does your client yawns or looked at their watch? Prospects could be sending you buying signals that they are ready to buy, and you keep on talking about the 10 key features of your product. How was your handling objection skills? do you stutter? not knowing how to answer to the most common objections. So train yourself , better yet seek a mentor, your manager, someone senior than you in your field. Practice, practice, practice.
4. Habit
Winning is a habit, so as losing. Form a good habit that will help you be productive. Have the habit of having a number of people to call or see in a day. Habit of planning your day, week, month and having the habit of evaluating it after the event. Habit of taking down notes on both verbal and non verbal interest or cues of your client. Habit of practicing your power statements and disturbing questions that can create urgency. It's been said that thoughts becomes words, words becomes action and actions becomes a habit. Start thinking about what habit to form that will help you succeed in your profession.
In closing, if you want to be a success and have cash better start working on your KASH !
1. Knowledge
Maybe you have to go back to your 4 Ps. Product knowledge, the features of your product/service, benefits of the products you are selling and their benefits on customers dealing with you, your advantage over your competitors. Maybe you did not highlight enough the promotions your company offer or the discount that you can give, Maybe you are hard to reach or prospects don't even know where to reach you. Advertising yourself and your number can be done in your social media or even texting your smartphone contacts. You must also know your competitors strengths and weaknesses . Your edge over your competitors, the rising-untapped market. Most car salesman are focusing on those employees who is contemplating on getting into the transport network vehicle services. New car dealers are tapping the food-truck business. Study, Read. Get knowledge.
2. Attitude
I remember hearing two salesman who are planning to work-with and trying to saturate a nearby city. Salesman 1 said " men, it's raining, you can not get sick nowadays, meds are too expensive" so they stayed at the office and wait for the rain to stop. Noon came, Salesman 2 said, " It is so hot out there, we can not see prospects all sweaty and smelly?" so they agreed to stay. Around 4:00 pm. Salesman 1 said " Have you heard the news? the traffic will be horrendous during rush hour because of a protest, we better head home now.
What will you do after hitting your goal? Pat your back for a job well done and take expensive coffee with friends. or you "Strike while the iron is hot!". What do you do after losing a sale? Feel bad and go out drink with your friends. " It is not what happens to a man, but how he reacts after what happen to him" (heard that from a Jon Jones vs cormier prelims). Shape up or Ship out.
3. Skills
Victor Antonio always say " Selling is easy, when you know how." Marines" All skills, no luck".
How was your Prospecting? Do you know howto generate leads How was your phone conversation skills? How was your sales presentation skills? How many times does your client yawns or looked at their watch? Prospects could be sending you buying signals that they are ready to buy, and you keep on talking about the 10 key features of your product. How was your handling objection skills? do you stutter? not knowing how to answer to the most common objections. So train yourself , better yet seek a mentor, your manager, someone senior than you in your field. Practice, practice, practice.
4. Habit
Winning is a habit, so as losing. Form a good habit that will help you be productive. Have the habit of having a number of people to call or see in a day. Habit of planning your day, week, month and having the habit of evaluating it after the event. Habit of taking down notes on both verbal and non verbal interest or cues of your client. Habit of practicing your power statements and disturbing questions that can create urgency. It's been said that thoughts becomes words, words becomes action and actions becomes a habit. Start thinking about what habit to form that will help you succeed in your profession.
In closing, if you want to be a success and have cash better start working on your KASH !
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