Have you ever come across a salesperson that really seems to have ‘their act’ totally together? You know the type; they are obviously successful in converting more prospects to clients, and the market share for that salesperson is strong and forever growing. They sell more and earn a very good income.
In any industry you can be a ‘good salesperson’ or you can be a ‘great salesperson’. Greatness doesn’t come easily; you have to work very hard for it and to keep it. The difference between the two salespeople is largely because attitude and action. Great sales people have a system of thinking and action that constantly focuses them on the right things that must be done. That then helps them build the momentum on the business that they require. They move ahead with a plan and focus of high quality.
Now it should be said that many of us want to be ‘great’ at what we do; the question is do we have the required mental stamina and the drive to work really hard on ourselves and improve our skills and knowledge. We all have choices.
Many things have been written about the mental concept behind ‘selling’ but not all of us ever do much about it in an consistent way. Discipline is the key. A well-known ‘business’ writer Og Mandino in the 1960’s and 1970’s put together some very well written simple stories around the process of discipline in sales.
If you are new to the ‘sales profession’ or if you are struggling with the processes that come with the job, may I suggest that you source out a copy of ‘The Greatest Salesman in the World’ by Og Mandino. It tells as simple and yet powerful story; not only that, it continues beyond the story to give you some specific tools to shape your thinking and action.
If you are new to the sales profession, welcome to a great and exciting career! That being said it is time to take the action needed to build your sales business and income in a big way; it is a personal thing and you have the keys to the process. Start the ‘engine’ and build your massive sales success.
In business today, you should be making sales presentations quite regularly. Getting to know more people in the right way will help with this process.
Do you like prospecting? If you work in ‘sales’, you must like prospecting; it is the only thing that will make all the difference to your business career and productivity.
The pipeline for most salespeople involves a process or a series of stages. All of the following bits follow each other in succession.
- Researching people to call
- Making cold calls
- Qualifying the person
- Creating meetings
- Connecting with relevance
- Presenting and pitching
- Referral business
- Maintaining a database of contact
Many clients and prospects will not move to the end of the process quickly. Some will not get to the end of the chain or pipeline at all. Only a few people in every 50 that start the process with you will get to the other end. That is why prospecting is a continual process.
It is worth noting that many salespeople struggle with the system that all of this requires. They find it hard to keep the process moving ahead. That in itself is a major opportunity for those top salespeople that can keep on track and systemised.
The best sales presentation that you will likely do with prospects is usually the one where the prospect has rung you and asked to see you. The prospect has already heard of your offering and relevance. They make the call and ask you to see them. This prospect has already been ‘warmed’ to you or your business for some reason.
So how do you get to this stage of your business where people ring you? It is usually through introduction and referral connections. Your existing customers have passed your information on to friends with appropriate recommendations.
Providing you do an excellent job in providing your product or services to clients, this situation will start to evolve and boost your business. For this single reason, all of your client relationships should be nurtured with the end result referral business in mind. Soon your business will grow in ways you least expect.