SALES GUIDANCE AND INSPIRATION FOR SALES PRACTITIONERS

Crucial Sales Tips

Falcon Project Consultants has advised clients to call previous clients and contacts once every three years or so. This process has paid huge dividends for our clients. When good work is performed, and your customers get far more value than they pay for, a call to previous clients always works well.

Here are some other good tips:

Get back to personal communication and build relationships. A salesperson will be most effective talking to people in-person and on the phone. Avoid the temptation to exclusively use social media. Instead, utilize a multi-channel communication approach. Use the internet and social media to gather intelligence but then pick up the phone or go see someone. E-mail, especially on an initial contact, is not the optimal method to connect with someone. You can and should use e-mail, but only in tandem with other communication channels.

Identify and eliminate your organization’s biggest road block. What is the one major sales bottleneck in your process? Identify it and be laser focused on eliminating it. Research it, read books, watch videos, take a course, talk to people, get informed, and then get to work. Once you eliminate the largest road block, find the next biggest issue and attack it.

Spend more time on your most important tasks which as a salesperson include: prospecting, presenting, and closing. Ideally you should double the time devoted to these tasks.Work hard and work smart. Work hard to learn what you need to learn, then work smart to make the number of calls that you need to make in order to be successful.

Know your numbers and plan your time effectively.

Know your annual, monthly and weekly goals, and the daily activity necessary to hit those goals. Then plan your work and work your plan.
Make that call you’re afraid to make. Ask yourself, “What’s the absolute worst that can happen?” Decide to accept the worst and realize that, even if the worst happens, you’ll be okay.

On that note, seek out rejection and discomfort. When you encounter rejection and discomfort, welcome them, treat them like your best friend, as if you prayed for them.
Charge headfirst at anything that scares you. Except of course if it’s a boar or something that can fatally wound you.

Push beyond what you think is possible. Double, triple, quadruple, or even 10X the number of calls you make in a given week (leverage call technology if necessary)
Know your WHY. Why are you doing what you do? Who and what are you working for? Your personal, internal motivation, if strong enough, will drive you to accomplish your goals.

To finish, get back to the basics. What are the basics?

1. Activity. 99.9% of the time when someone fails in sales, it’s a failure of activity, they didn’t make enough calls, to get enough qualified prospects, to make enough sales. Sales is often a numbers game, meaning that the more people you talk to, the more business you will do.

2. Become great at selling. The better that you are at each part of the sales process, the more effective and efficient you’ll be during every part of the selling process. This means you’ll spend less time with the wrong people, and more time with the right people, and as a result, you’ll make more sales and build better relationships.

3. Persistence and Perseverance. 81% of appointments are set after the fourth contact, 80% of salespeople never make it to the fourth contact.

In conclusion, focus on the basics: activity, become great at selling, and remain persistent and persevere.
Contact Falcon Project Consultants to help your organization to increase sales or build an enhanced sales process.