Sales Fundamentals
Successful
sales people do have something in common. They know the eight sales
fundamentals and put them into practice everyday.
Nothing interrupts the money hours.
The hours in the day when you can talk to prospective customers are
priceless. So use that time to call prospects and sell. Save the administrative
tasks, such as paperwork, to-do lists and emailing, for after hours.
Leaving on time feels early.
Sales isn’t for the feeble. The most successful sales people are so because
they work long hours, on weekends and some holidays. Work-life balance is
important to success as well. But adding some hours to your work week is a
surefire way to close more sales.
Making contact always comes first.
Your desk might be swathed in paperwork, but that is merely a sign that you’re good at your job. Contacting potential customers should always come first.
Opening statements mean something.
People are bogged down by platitudes and meaningless sales jargon. You stand for something, and so should your statements. Make a strong first impression by being open, honest and direct.
Know everyone.
In sales networking is paramount. Knowing more people means you will have
more prospects. Foster symbiotic relationships with people in your industry.
Refer leads to other agents that specialize in a different area than you. Make
friends with financial advisors—tout their service and ask them to do the same
for you.
Closing is the natural conclusion.
Closing doesn’t just happen. You may even have to be a little pushy sometimes. But more than that, you have to do your homework. Learn how to use trial closes throughout the process. Trial closes are used to qualify interest and move to the standard close. Formulate a closing checklist. Develop some different strategies for different personality types.
You have no problems.
Sorry. But no one wants to hear about your unruly teen-age daughter or your car trouble. When you’re working, stay professional. Don’t talk about yourself or your problems. Stay focused on the prospect. Keep talk of yourself, other than the usual pleasantries, to a minimum.
Your actions scream value.
Almost every large company has values. They are usually emblazoned on the wall of the lobby or discussed on the web site. As a business person, you too should have values, and your clients should know what you stand for. If you haven’t already, think about what your personal sales values are. And then, take a moment at the beginning of each week, to ruminate on those values and if you are living up to them.
Try to incorporate these eight sales elements into your repertoire and you’ll surely see an improvement in your bottom line.
