The Best Practices of Modern Sales
How can you separate yourself from the rest of the sales pack? Believe it or not, for most salespeople, getting to the top comes from the implementation of specific techniques. These “best practices,” when part of your daily routine, can help you maximize your potential as a salesperson and get after those tough prospects!
Best Practice #1: Set High Goals
You have to be smart about the goals that you set. Goals shouldn’t be so far out of reach that you can’t achieve them realistically, but shouldn’t be so low that you can meet your goal with barely any effort. Setting the bar high helps you work more, strive more, and ultimately accomplish more in your sales career.
Best Practice #2: Set Objectives
Rather than set an objective about a commission level to earn or making a certain amount of contacts every day, set specific objectives for each prospect you visit throughout the day. Have the goal to progress in the sales cycle in some way so that you haven’t wasted any time with your prospect. If your sights are set in moving a step forward each time, you’ll be able to achieve more in sales over the long term.
Best Practice #3: Actively Listen
Listening is one of the most important skills that some can develop. By taking the simple step of repeating back to your prospect what you’ve heard them say to you so that you’re on the same page can take you further into the sales cycle than anything else. Wait your turn to speak, don’t be anxious about correcting a prospect, and you’ll quickly develop rapport.
Best Practice #4: Clarify All Things
Using industry jargon and other forms of slang might be second nature to you, but there’s a good chance that your prospect will get lost in the mumble and jumble of unfamiliar words, expressions, and phrases. Clarify everything and put it into simple terms, not because you think your prospect is unintelligent, but because it’s the most effective way to clearly communicate.
Best Practice #5: Look First, Sell Second
The drive to get a sale can overwhelm some salespeople to the point that they visit a prospect and immediately sell what they’re offering. They take no time at all to assess their prospect’s situation, tailor the sales pitch to communicate the value they can give to that prospect, or even hear what a prospect might say. Look first at the situation, evaluate what you’ve seen, and then sell.
These best practices can help you find better levels of success in your sales career when they become habit. Incorporate them into your daily routine today so that your tomorrow can be much brighter with many more sales!