Would you agree that to be good at anything you need to exercise and hone your approach to get the performance you are looking for? Sales is no different! Building up your sales muscle to be stronger, flexible, resilient and competitive is integral to becoming a successful sales person.
All it takes is knowledge to understand and the discipline to persevere to get your sales ‘six-pack’ or maybe just a little bit of sales muscle to give you the edge you are looking for in the market.
The sales formula for success is not a ‘one size fits all’ remedy but there are a number of things you can do that will improve your sales performance and help you reach those budgets!
The sales ‘warm up’
Limber up to prepare before you sell. How you prepare before you even make the appointment with your customer is even more important than the sale itself. If you prepare well you will position yourself to know who your customer is and why they would be interested in talking to you. This sounds straightforward but it is amazing how many sales people do not do this and therefore do not have enough insight into who their target customer is. They are also often blissfully unaware as to what would compel customers to engage with their business to secure and retain ongoing sales.
You must invest in research, analysis, strategy and planning to establish a strong ‘core’ to work from. To facilitate this process you can gain advantages by strategic networking, partnering and collaboration with the right people to better understand the right approach. This will help you to align what you are offering with the right customers. This approach helps your ‘sales muscle’ to be more flexible and resilient to attract the right customers.
Sales Goal Setting
Once you have limbered up you can start to reach high and set goals that you want to achieve to increase sales engagement, interaction and conversion.
If you have done your homework and leveraged the right resources you will have an idea of what trends and insights will impact on your sales performance and will have learnt where your strengths and weaknesses lie and where those of your competitors lie.
Strength in Strategy
Now that you are informed you must determine what your strategy will be to not only secure new customers but also to retain and grow existing customers. You must conduct yourself with poise and confidence in how and what you are offering as your unique value proposition to expect your customers to become true believers. If you are convinced what you are offering is a good thing and you can project positive and measured outcomes that are credible and realistic you will overcome any objections that you may face.
The sales performance ‘strength’ workout
Let’s step things up and start the sales performance workout.
Now that you have an informed strategy you can fine tune your approach and practice your craft to hone your skills. This will give you some strength and focus prior to talking to ‘real’ customers. Find a ‘sales buddy’ who will workout with you and practice being the salesperson and the customer to get both perspectives. This will enable you to aim high and get the most out of your workout.
Be brave and be competitive!
Push through the pain of doubt to get the most out of your sales workout. Your customers want to get excited by what you are offering them. They also want to feel that they are getting value in that transaction. That value might be a saving, a bonus or maybe even a sense of belonging or exclusivity. Remember what people see they believe. Perception is one of the best tools you can exercise in your sales toolkit. What you say and do will impact on your sales success.
The ‘sales’ marathon
Lastly, remember that sales account management is a marathon, not a sprint. You need to spend the time to build relationships that will last with your customers. To do this successfully you need to be consistent in being transparent and visible. Communicate well and often, but constructively and always with respect. Your customers want outcomes. Your responsibility is to be able to measure and report results that matter and resonate with what your customers are looking for. Make no mistake, your customers have more choice now, than ever before. If you are not looking after them somebody else will be.
Make sure that there is a virtual ‘drink station’ at regular intervals along the course. This will ensure that your customers are refreshed, replenished and invigorated throughout the sales marathon. This will guarantee that they are enthusiastic and receptive and want to run the race with you and not against you.
Originally posted 2016-11-07 16:10:33.