When I was in my teens and early twenties, I was devoted to martial arts. I lived and breathed Tae-kwon-do, Gracie Grappling, and Wing Chun. I remember my brother asking me to distil all my knowledge into my two or three favorite defensive and offensive moves. What does my brothers request have to do with this sales hack of exceeding your sales goals? Check out my three simple sales success tips below.
As a sales instructor and sales coach, people approach me with the same question. They ask me to distil down to a few actions they can remember to improve their sales. So, I thought my blog readers would enjoy these three straightforward and practical suggestions to improve their sales performance.
Match Belief, Trust, and Value: Do you use the product (or service) you sell? Do you believe in it and have trust in it? By extension, do you believe in and have trust in your sales colleagues, your team, your manager, and the business itself? Are their values your values? Not all products or services are available to those who sell. However, if it is, would you (do you) use it? Does it hold value and is it the best on the market? Belief, trust, and shared values are fundamental in honestly representing a product or service. Hopefully, you do represent belief, trust and value in the products you sell. However, if you don’t, why not? Moreover, why are you selling it?
Have a selling process that provides value: have a process that meets the buyer where they are in each of these three stages: just looking, comparing vendors or ready to buy. With traditional sales, salespeople held all of the power. As a salesperson, we did not know what stage a prospect was in, so we interrupted those on our call list, asked a lot of qualifying questions, pitched and presented and made those annoying calls to find interest. That was acceptable then, but today, buyers are a lot smarter and a lot less tolerant. They already did their research well before they spoke with you. In some cases, they know more than you do. If your interaction with them cannot provide more value than what a buyer can find on their own, your toast! So, the key is having a selling process that provides educational value greater than what the prospect can uncover on their own.
Develop Your Sales Character: Don’t be the average sales rep who always goes for the “close.” Remember the movie, “Glengarry Glenn Ross”? That’s extreme selling and it doesn’t work. Instead, be a human and listen to your prospects. Always be professional and helpful. Go out of your way to provide them with solutions, education, and advice. If you cannot to solve their problem, be honest and let them know. Refer them to someone who can. Remember, it is about them and not about you. Moreover, seek continuous skill improvement. In another blog, I wrote Selling Skills and Willy Loman as in, “The Death of a Salesman”. Don’t be another Willy Loman.
If you want to improve your sales performance, apply these three suggestions daily. If you liked this blog, please share on social media. If you are a business owner, sales manager or a sales professional looking to develop your growth strategy, let’s talk. I am Will Harley, with Harley-Consulting, a growth services company. With over 20 years of business leadership experience, I leverage my experience to help professionals achieve their goals. To learn more, click on subscriber section. Or, leave a commet; I promise to reply immediately.