Things Sales People Should Never Stop Doing

Always Just Do it.

for a living isSelling challenging

There are many HIGHS LOWS and frequent

Constant pressure to reach sales targets, customer and prospects that are more demanding, and changes in themarketplace all make sales a tough career .

If by chance, you haventstarted doing some ofthese, I suggest that you dostart ... the sooner the better , .

1. Prospect

If you do nothing else but prospect for new business every day the chances are you will always be busy and seldom, if ever experience ,peaks and valleys in your sales.

2. Improve your skill

Professionals in many industriesrequire regular upgrading up skills.

Professionals in many industriesrequire regular upgrading up skills.The marketplace has changed andwhat worked five years ago is no longer relevant.

Professionals in many industriesrequire regular upgrading up skills.The marketplace has changed andwhat worked five years ago is no longer relevant.Make the time and invest in regular self-improvementprograms (workshops, conferences, books, audio etc).

3. Listen more than you talk

People who listen more, learn more.

People who listen more, learn more.The more you learn the more effectively you can position your solution or offering.

People who listen more, learn more.The more you learn the more effectively you can position your solution or offering. Enough said.

4. Establish clear call objectives

Whether its a face to face meeting/telecon you need tohave a clear objective of what you want to accomplish.

Whether its a face to face meeting/telecon you need tohave a clear objective of what you want to accomplish.Closing the sale is NOT an objective.

5. Create plans(yearly, quarterly, monthly and weekly)

I know very few sales people who actually create a business plan for the entire year .

I know very few sales people who actually create a business plan for the entire year .What sales do you want to achieve?

I know very few sales people who actually create a business plan for the entire year .What sales do you want to achieve?How will you reach those targets?

I know very few sales people who actually create a business plan for the entire year .What sales do you want to achieve?How will you reach those targets?What daily, weekly and monthly activities doyou need to execute to achieve your goals?

6. Study your products

How much time do you spend studying and learning your products?

How much time do you spend studying and learning your products? Do you know the key differences between similar products?

How much time do you spend studying and learning your products? Do you know the key differences between similar products?Do you know how each product will actually benefit a customer ?

7 Network .

Effective sales networking means attendingthe events that your key prospects attend.

Effective sales networking means attending the events that your key prospects attend.A friend of mine deals with high-ranking executives so he attends high-profile fundraising dinners.

Effective sales networking means attending the events that your key prospects attend.A friend of mine deals with high-ranking executives so he attends high-profile fundraising dinners. The cost of entry can be expensive but the return can be excellent.

8. Ask awesome questions

Remember the ability to ask great questions, tough probing questions,penetrating questions, is one of the most effective ways to increase your sales

9. Deliver great presentations

Dont confuse this withthe ability to stand up infront of several hundred people and deliver a keynote presentation.

Key to delivering a great sales presentation is ensuring that it addresses your prospects key issues & that it focuses on their needs & objectives, not your agenda.

10. Adapt your approach

Do you ever consider the personality style of theother person when planning your sales presentation?

Do you know if your prospect prefers correspondence via email, texting, face-to-face or telephone?

Is your prospect a 35,000 foot view person or do they like to know every detail?

11. Set high goals

People with the highest goals tend to achieve the most.

Are your goals challenging and motivating?

Do you even set your own goals or do you simply take whats given to you by your boss?

12. Be persistent

Four or five years ago it would take an average of seven calls to connect with a new prospect.

Now its a safe bet to say that it can take as many as twelve or more, just to make that first contact.

You need to be diligent and persistence.

13. Forge relationships

Developing and maintaining great relationships withprospects, customers, friends and other people in your network is one activity that will ALWAYS pay off.

14. Show respect

I have seen, firsthand, how poorly some sales people treat gatekeepers and receptionists and it always disappoints me because I am a firm believer in treating people with respect and dignity.

Yes, that person may only be the receptionist in your eyes but they often hold the key to the Presidential Suite.

Treat them accordingly.

Wish you aHappy Selling

Things Sales People Should Never Stop Doing

by Abhishek Shah

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