This is the time of year when everyone is making lists. Lists of things to do to get ready for Christmas, lists of presents to buy, lists of people to do kind deeds for, and lists of presents you would like to receive. In the spirit of “list-making”, I thought it would be appropriate to share a list of things that will make your sales activities more productive and profitable.
Sometimes we become complacent in our sales activities and neglect to do certain things that have contributed to our success. This list of key activities and areas of focus will ensure we are doing all that is humanly possible to achieve the success we are seeking.
- Begin each day with a plan. No one is so good at selling that they can neglect to plan and still achieve their best effort. Failing to plan is a plan for failure.
- Set daily activity goals for all your sales activities. Don’t just do things, set goals for doing those things. The goals could include time, quantity, quality, results, etc.
- Challenge your performance. Never be satisfied with the status quo. Your current performance might possibly be short of what you are capable of achieving. Stretch yourself to do more. Most salespeople have no idea what they are capable of doing because they have never stepped outside of their comfort zone.
- Pay attention to those sales activities which produce the best results. When you find something that produces the results you are trying to achieve, make note of it and continue doing it while making subtle improvements along the way.
- Take note of all the objections you hear from your prospects. Prepare a response to every objection, so you will be able to easily deal with it the next time it comes up. Every sales experience must become a learning experience.
- Commit yourself to learning something new each day. Write down what you have learned and commit the knowledge to practical application. Knowledge without application is worthless.
- Be mindful of your sales skills and those principles which are responsible for superior sales performance. Always be looking for ways to improve your performance. Evaluate, moderate and practice your performance. As salespeople, we live in the laboratory of sales. We can physically practice our trade with every action we take.
- Always show gratitude to the prospect or customer. The only reason we have employment is because people buy. Without the buyer, there is no need for the seller. Make sure you tell your customers and prospects how much you appreciate them.
- Put your focus on the buyer. Selling is not about you, your product, or service. Selling is all about providing solutions to the buyer’s needs. It is very simple; find the problem and present the very best solution. Always keep your eye on what is important to the buyer.
- Be thankful each day for the privilege you have of being a salesperson. We have survived one of the worst economic environments since the Great Depression, these past several years. Today we are enjoying the best economy in modern history and have the lowest unemployment rate in fifty years. We have come a long way economically and have so much to be thankful for.
As a salesperson, you have the unique opportunity to take control of your earning power. Your income is directly related to your personal sales performance, regardless of the state of the economy. Follow the list, and enjoy even greater sales success.