So, we are almost at the end of the first quarter of 2017—how are you making out with your goals? Particularly, how are you making out with your sales goals? Are you attracting the hot leads and prospects that you want?
If the answer is no or even some of the time, then it may be time to look at your sales process and evaluate what is working and what isn’t.
First, as leaders we all need to know when a customer is worth our energy. Yes, you read that correctly. None of us wants to waste our time; we are all busy with our businesses and families. We don’t need a prospect leading us down a garden path where all our efforts lead us to frustration.
If you have been keeping up with my blogs, you know that I believe like-energy attracts like-energy. If we are wasting our time with a prospect who is really not interested, it is going to create energy that is stymied and lead to our sales being stymied.
What often happens in sales is a fixation on making the sale versus whether your service or product will enhance the individual or business. So, what do you need in your sales arsenal?
1) A clear message or story will allow your prospect to see the positive effect you or your product(s) will have on the prospect or the business.
2) You need knowledge of your product(s)/service(s) price, skill level needed to use or work with your product(s) or service(s), and experiences others have had with your product(s)/service(s). Are you authentic when you speak about what you do, enthusiastic and energetic about your product(s) or service(s), and confident about your business?
3) You need to sell yourself. What do I mean? We all have competitors in business. Therefore, you are the only difference between what you have to offer and what your competitors have to offer. What is so unique about doing business with you, and what is the benefit to your clients? You need to be able to articulate.
4) A successful salesperson has the ability to demonstrate to the prospect that the product(s) or service(s) can solve or will improve a challenge, need, or want. What pain point do you solve for your prospect? Can you shift your sales pitch to specifically speak to your prospect’s needs?
5) Are you asking for the sale? I repeat this often. If you are not asking for the sale, you are more than likely not closing the sale.
I want to conclude with how you celebrate your success. You see, there is no failure, per se. Even if you did not make the sale, what did you gain of value in the process? I want you to celebrate your successes and what you have learned with each sale. The more you focus on what went well or what you learned, the easier it will be to make sales and put out positive energy rather than negative energy. And we all know that positive energy will move us forward.
You know I am available to chat to help you have the best year you have ever had.