10 absolute musts for making it in sales
WANT to increase your sales skills?
Selling is the highest-paid and most satisfying profession in the world but, sadly, if you don't know what you're doing, it can also be the least paid and downright depressing.
Often I see businesses that need a new team member to "sell" their products and services but give little training.
They'll induct them into the systems, procedures, statutory regulations on workplace health and safety, discrimination, sexual harassment etc - but training the team on selling?
Nothing happens in business until an item (or service) is sold. No matter what the industry or profession, whether it be product, time, services, this is a fact.
Business owners' time should be taken up in two areas: marketing and selling. Or, if you have a team, sales training.
Here are 10 basic tools to help you and your team:
1 Have confidence. If you don't have faith in yourself, then how can anyone else?
2 PMA - Positive Mental Attitude, the key to any successful person in sales. If you don't have one, best develop one and then, importantly, maintain it. Much of the success in sales depends on this.
3 Goal-setting and goal-getting. Develop a plan, write your goals down and speak them out loud at least twice a day.
4 Importantly, learn sales techniques, go to seminars, read books and learn from other more successful sales people - if you're an employee, plead with your boss to send you to a seminar or ask for a trainer to come in-house.
5 You spend a fair amount of time in your car. Use it as a place to learn, listen to CDs, MP3s, pod casts etc.
6 Visualise the sale taking place before you even meet with your prospect/ client. This will boost your confidence and trigger your RAS (Reticular Activation System - subconscious level of learning).
7 Why do sporting teams like to play on their home turf? Because, traditionally, they win more games, so sell on your home ground as often as possible.
8 Shake hands firmly and make eye contact. No one wants to shake hands with a dead fish or with a knuckle cruncher. Oh, and no power handshakes where you come over the top "proving your dominance" - it's one fast way to lose a potential sale and customer.
9 When presenting, make it more of a conversation, as though you were talking to a friend.
10 Develop better phone skills. The phone is an effective weapon in sales.
Next week I'll discuss 10 more selling tips.