1. It’s never what you say; It’s what your customer hears.
You can have the best sales presentation in the world, but if the customer isn’t on the same tract as you, then you don’t have a chance. Take the time to engage with the customer.
Ask them questions and let them tell you their wants and needs. Yes, many times they don’t know what their needs are and you’ll have to guide them,try mirroring and matching their verbiage, but in the end, if they don’t understand it, you don’t have a chance.
2. Never open up a sale not knowing how you’re going to close the deal.
If you fail to plain, then you are planning to fail The most common part left out of any presentation is the close. Plan for it upfront by developing the strategy and your course of action. I am an expert closer, I start every conversation with the end in mind.
This does not mean you’re only going to use one type of closing technique. It means you’re going to be ready to close using several different techniques based on what the customer tells you. If you are not aware of your closing options, let me know.
3. Set aside time either daily or weekly to drive traffic into your funnel.
Too many salespeople find themselves spending far too much doing everything else but prospecting. If you don’t schedule it and hold yourself accountable, you won’t do it. Don’t be like everyone else. Never loose the hunger of the hunt.
Too many sales reps miss the boat on this simple step, always keep your pipeline flowing and full.